21d • Key Takeaways + Insights
Lessons From Building Sales Teams That Convert
Most business owners throw new reps on calls and hope they figure it out.
Then wonder why their close rates are trash.
Here's the 3-step model I use to train reps who actually close:
1. Done-For-You
I close the deals while they shadow me. They watch every call. Listen to how I handle objections. See the full process from start to finish.
During this phase: I provide scripts, training, call recordings. We review calls together. I explain why I said what I said. Answer their questions. Roleplay scenarios.
They're not selling yet. They're learning.
2. Done-With-You
Now they lead the calls while I shadow. I'm there to step in if needed. Let them get reps in with backup support.
They're going to make mistakes. That's the point. Better to make them while I'm there to save the deal than when they're flying solo.
Once they've converted 5 deals - especially a tough one - I know they're ready.
3. Do It Yourself
Now they handle calls themselves. My job shifts to monitoring numbers, reviewing recordings, and ongoing training.
They're fully autonomous but still getting coached.
Most managers skip steps 1 and 2. They hand someone a script and push them into step 3.
That's why most sales teams fail.
You can't delegate what you haven't demonstrated.
Build them up through the process. Don't throw them in the deep end and expect them to swim.
That's how you build a team that actually converts.
Who here runs a sales team?
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Lessons From Building Sales Teams That Convert
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