The SmartBusiness™ Academy

“Have your robot call my robot.” 🤖 (said no one ever) As entrepreneurs, it’s very tempting to leverage platforms and tools we feel will make things faster, easier, and have less impact on our bottom line. Using AI to replace the need to hire support staff can seem like a no-brainer when we look at it from our perspective as business owners. And as technology improves, it can be easy to get caught up in the desire to be on the cutting edge with something new and innovative. In this process, businesses can lose sight of some key questions that need to be asked like “What is the ultimate impact on the customer experience, and what does it say about my business?” Is the technology preventing customers from getting the type of connection and support that shows this is a company that’s invested in its success and will show up when they’re needed? It’s all about creating an emotional connection, which to date, is still a skill exclusive to humans, and according to our own soon-to-be-published study, 84% of buyers prefer interacting with a human salesperson vs an automated system when making a large purchase. Yup. 🤔 If you want to give customers easy, quick, ‘anytime’ access to get answers to basic questions, AI technology can be great. If you want to create a customer experience that builds relationships and drives the kind of sales that lead to retention and referrals, focus on building a team that will outperform the tech. Check out my video and let me know below how you’re finding the right balance between tech and the human touch.

When hiring for sales roles, you’re entrusting someone else with the most critical function in your business. Let that sink in for a minute. 😳 Before you make that next hire, it’s critical to have the right processes, systems, and training in place to support their success. It’s about creating a culture where everyone is aligned with your vision and equipped to achieve great results. Here’s why I believe in investing in a solid foundation for your sales team: 🧭 Our brains are wired to seek clear direction. When team members understand their role and have the support they need, they perform better. Clear processes and systems provide a roadmap that increases focus and productivity. 📈 High-growth companies are twice as likely to provide customized training to their employees (Uplead). Tailored training programs address the unique opportunities of your company and target customer, leading to higher engagement, better skill retention, and more effective application on the job. 👫 Consistent processes build trust within the team. When everyone knows what to expect and follows the same guidelines, it creates a cohesive work environment. Trust and consistency also extend to client interactions, fostering stronger relationships and loyalty. 🔮 Hiring with a long-term vision in mind ensures that your sales team can grow with your company. It’s about more than filling immediate needs - it’s about finding the right people who can evolve and take on greater responsibilities as your business expands. Focusing on these key things will enhance the performance of your sales team and drive sustainable growth. If you’re ready to position your team for maximum success, message me and let’s chat about the best place to start.

Are you looking to expand your sales team this year? Instead of a narrow, sales-focused search, consider hiring for a broader consultative role that can support your business in a multi-functional way. Coaches and consultants create a more effortless sales experience as they provide a direct link to what you offer and what it’s like to work with your team. Being able to quickly assess a customer’s issue and propose insightful solutions rapidly builds the know, like, and trust factor and accelerates the sales process. Check out my brief video to learn more, and let’s get you ready to expand your team in a way that drives the results you desire!

When hiring for sales roles, it’s crucial to find candidates who align with your company’s vision and have the skills needed to help you reach your biggest goals. The first step is to reframe how you think about sales. The best salespeople are focused on more than just selling; they’re exceptional relationship-builders and problem-solvers. When we advise our clients on hiring salespeople, we tell them to look for these key skills during the interview process: ✅ Listening: Empathy and good listening skills go hand-in-hand when making authentic connections with people and earning their trust. ✅ Problem-solving: Recognizing how your company’s products and services can solve a client’s problem is key, so look for someone who tends to present relevant information in a positive way, rather than from a place of fear. ✅ Natural curiosity: Showing genuine interest in other people can spark relevant, intentional questions designed to identify the best way to address a need or problem. ✅ Long-term focus: You want people on your team who are more invested in how the relationships they build positively impact the bottom line over the long-term, rather than someone solely focused on the initial sale. Another important strategy is to ask fewer task-based questions, such as, “Have you sold SaaS products before?” or “Tell me about your biggest sale.” Those answers are less important than responses to questions such as, “What’s your sales philosophy?”, “Tell me how you build a relationship,” or “How do you like to be sold to?”. The more you can target your hiring profile to align with your values and goals, the better positioned you’ll be to get the right people in the right roles to help you exceed your biggest, baddest goals. 📈 How do you ensure alignment when hiring salespeople? Share your strategies below and let’s learn from each other!

I’ve seen firsthand how continuous learning can transform sales teams. Here’s why I believe it’s crucial for long-term success… 🧠 Our brains are wired to learn and adapt. Continuous learning stimulates neural pathways, enhancing problem-solving skills and creativity. This makes your sales team more adaptable and better equipped to explore customer needs. 🏆 Regular training boosts confidence. When salespeople feel knowledgeable and skilled, they approach their work with more enthusiasm and determination. Confidence is contagious and can significantly improve team dynamics and performance. 🏃🏽♂️➡️Training builds resilience. The business landscape is constantly evolving. Ongoing training ensures your team stays ahead of the curve, adapting to changes quickly and effectively. 🤝 Investing in your team’s growth shows you value them. This fosters loyalty and reduces turnover. A loyal, well-trained team is more motivated and committed to your goals and vision. 📈 Ultimately, ongoing training drives results. It enhances skills, improves customer interactions, and boosts sales performance. It’s an investment that pays off in increased revenue, retention, referrals, and brand reputation. Ready to elevate your sales team and need help getting started? Message me, and let’s start the conversation.

One of the case studies we love to share is our work with a prominent HR services BPO company. Our client had a team of over 70 sales employees and was facing several challenges: low client renewals, mediocre employee satisfaction, and a lengthy sales cycle. Over a period of 16 months, we embarked on a journey to transform their sales team, and the results were incredible! As always, our approach was holistic: ✔️We began with deep-dive sessions to identify redundancies in their sales process. ✔️Next up, customized sales training focused on creating genuine connections and consultative selling. ✔️Finally, we implemented a continuous development strategy to ensure long-term success. The results? 🏆 🌟Client Renewal Rate: Increased by 37% 🌟Employee Satisfaction: Increased by 16% 🌟Sales Cycle: Shortened by 20 days - a 27% decrease In addition, annual revenue grew $4M as a byproduct of a more streamlined process driven by a well-trained and coached team. One of the most rewarding aspects was seeing the impact on the team. As one of their leaders said, “Our team has become better equipped to serve our customers, achieve our targets, and grow in our careers.” Transforming a sales team through a holistic strategy isn’t just about immediate gains; it’s about building a foundation for long-term success. If you’re ready to elevate your team and smash your sales goals, we’re ready to help. Message me and let’s talk!✨

Did you know the average salesperson receives just three days of training per year? 😲 How much training have you given your sales team to ensure they’re aligned with your company’s vision and goals? Investing in sales training pays off significantly. The average ROI of sales training is an impressive 353%, meaning for every dollar invested, that’s a return of nearly $5.00! (Accenture) 📈 Here’s why customized, regular training is crucial: ⬆️ Alignment with Vision: Training helps ensure your sales team understands and aligns with your company’s mission and vision. When everyone is on the same page, it drives consistency in messaging and approach. ⬆️ Skill Development: Continuous training helps your sales team stay updated on best in class skills, tools, and industry trends. ⬆️ Increased Performance: Well-trained salespeople are more effective and efficient. They close deals faster, handle objections better, and build stronger relationships with clients, ultimately driving higher sales and revenue. ⬆️ Employee Retention: Investing in your team’s growth shows you value them. This boosts morale, increases job satisfaction, and reduces turnover. 💡 Quick Tips to Enhance Your Training Programs: Schedule regular training sessions. Include role-playing and real-life scenarios. Implement a continuous learning strategy. Provide consistent feedback and coaching. Need help getting started with sales training or updating your current approach? I’m only a message away. 🤓

Building long-term client relationships isn’t rocket science…or is it? 🚀 Here’s how you can borrow strategies from rocket science to create stellar client connections. 🌟 Precise Planning: 🚀Every mission starts with a detailed plan, accounting for every variable. Create a clear roadmap for your client interactions. Know their needs, set expectations, and follow through consistently. 📅 Clear Communication: 🚀Communication between mission control and astronauts must be clear and precise. Ensure your communication is straightforward and transparent. Keep clients in the loop with regular updates and check-ins. Reliability: 🚀Rockets and their systems are tested rigorously to ensure they work. Be consistent in your service and follow through on your promises. Reliability builds trust and long-term loyalty. 🔄 Data-Driven Decisions: 🚀Decisions are based on data and analysis to ensure mission success. Use data to understand your clients better and tailor your services to their needs. Personalized service fosters deeper connections. 📊 Attention to Detail: 🚀Every detail is crucial, from launch to landing. Pay attention to the small details in your client interactions. Remember milestones, preferences, and feedback to show clients they matter. 🔍 Continuous Improvement: 🚀After each mission, there’s a thorough review to improve future missions. Continuously seek feedback and make improvements. Show your clients you’re committed to evolving and providing the best service possible. 📈 Whether long-term client relationships is or isn’t rocket science, using these strategies can help you reach new heights. 😉 If you’re ready for takeoff, I’m here to help. Simply book a call to get started.

When we started our business, Whitney Horton and I agreed that genuine relationships would be the foundation of our company. We knew we wanted more than just clients; we wanted partners who believed in our vision and in our ability to deliver exceptional results. We began by reconnecting with former colleagues, letting them know we were ready to serve. Many of them had moved to new companies and roles, carrying with them the trust and rapport we built together. We were able to take that trust and turn them into clients, one at a time. Today, more than half of our current clients are former connections who’ve found us again—sometimes through posts just like this. 🤓 We also have the privilege of working with ‘repeat customers’ who’ve been with us in earlier programs. As their own businesses have grown, they’ve come back for more. The impact of these lifelong partnerships is what’s fueling our business, and it’s kept us thriving even in uncertain economic times. Our clients know they can count on us, and we’re dedicated to continuing to earn that trust every day. If you’re looking to grow your business, one of the fastest ways is through relationships you’ve built in the past. That former co-worker you worked on a project with? She’s now CEO of her own business and she needs what you have to offer. The intern who got your coffee one summer? He’s the VP of Sales at a startup looking to grow his team. You never know what people are up to unless you ask. Take some time TODAY to reach back in order to move forward!

You know what geeks me out? 🤓 It’s the science of loyalty. I’ve spent years digging into this and I’m convinced that the magic formula for long-term business success is all about building genuine relationships. And it’s more than just my belief—it's backed by science. (Here comes the BS 🧠) When we talk about emotional connections, it’s more than just buzzwords. The human brain craves connection. When customers feel that bond with your brand, it’s much more than the product—they’re sticking around for the relationship. Emotionally connected customers are 52% more valuable than those who are merely satisfied. That’s powerful stuff! 🤝 Trust is another biggie. It’s built through consistent, positive interactions. It happens when the promises you make are delivered time and again, activating the brain’s trust centers, driven by oxytocin—the bonding hormone. When customers feel secure and understood, they come back, and that’s not just a theory; it’s a chemical response in the brain. 💡 Personalization is another game-changer. We all want to feel special. ❄️ Using data to understand customer preferences and behaviors lets you tailor your interactions, making each customer feel valued. 80% of consumers are more likely to do business with a company that offers personalized experiences. Let’s talk feedback. Companies that actively engage with customer feedback have higher retention rates and customer loyalty. Engaging with your customers and adapting based on their feedback shows you value their input - it’s a continuous improvement loop that builds loyalty because customers see you’re committed to meeting their needs. Here’s the thing about human interaction. AI and automation have their place—they really do—but nothing beats the power of human connection. Emotional intelligence and empathy are irreplaceable. They help you understand and respond to customer needs, fostering deep, lasting relationships. This is where the magic happens—when customers feel truly heard and appreciated. 🌟 If you’re Ready to transform your customer relationships and drive loyalty, I’m here to help. Book a call with me today, and let’s get started on building a loyalty-driven strategy for your business. 🚀