Episode 75: Accountability & Your Sales Team with Hamish Knox

“Prospects have their walls up. We need to bring those walls down before we can have the human to human conversation.

– Hamish Knox

On this episode of The Pivotal Leader Gina Trimaco interviewed Hamish Knox, who plays an important role in Sandler’s worldwide organization and is a recognized business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speakerv certified in the proprietary selling system developed by David Sandler, Knox informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential. He heads a Sandler training center in Calgary.

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Podcast Topics Include:

  • How to overcome the word “decision” in the selling process
  • How to go right to the top of the selection making chain
  • Sales and cold calls advice from Hamish: Why it’s so important to stay present and to always remember that it’s never about you
  • Hamish’s point of view on accountability, especially as it relates to your sales team
  • Strategies for implementing an effective and sustainable accountability program
  • On accountability:“The leader has to go first.”
  • How to create a leadership mentality in 20 minutes
  • Why Hamish is known as the ‘behavior guy’
  • The sales role: “need to have” versus “nice to have” behaviors
  • How to change behaviors and why “mom always wins”
  • Tips for leaders to understand the feelings, personal goals and motivation of their team members
  • Hamish explains Sandler’s “cookbook” philosophy
  • Hamish’s perspective on our rising workforce and their interpersonal skills

More About Gina Trimarco

More About Pivot10 Results

More About Hamish Knox

 

The Pivotal Leader is a production of Pivot10 Results, a strategy and training company that helps businesses shift from people problems to performance results.

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About the author

Gina Trimarco is a native of Chicago and CEO/Founder of Pivot10 Results and Carolina Improv Company. She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.

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