The Rep's Journey

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Learn tips for getting your reps to finish training, complete onboarding, and start selling faster! With over 12 years of experience working with direct sales companies that train 50k reps annually, Stephen Rhyne's perspective is proven to get results.

25/09/2023

010: Ion Solar's Lacy Anderson Talks Sales Team Management

In this episode, Stephen Rhyne meets with Lacy Anderson to discuss the best way to level up your sales operations skills. Lacy gives some outstanding advice and breaks down the importance of getting small wins as you improve your processes. 00:00 Lacy Anderson Intro Excerpt00:35 TRJ Episode 10 Intro00:48 Introducing Lacy Anderson @IONSolar 01:58 Q1: Why Sales Ops?04:13 Q2: What's your experience working with CROs?07:51 Q3: What advice would you give to Sales Ops Managers who want to level up?10:20 Q4: How do you convey challenges upward?11:40 Q5: How do you attack problems?13:12 Q6: How would help managers to improve and grow?15:47 Q7: What's the benefit of learning what departments do?18:00 Q8: How do you demonstrate contribution in a tangible way?21:29 Q9: In your career, when did you start owning outcomes?23:50 Stakeholder Puzzle: Tips for Working Together29:19 Q10: What do you think is changing the fastest in Direct Sales?30:38 Q11: What changing the fastest in recruiting?32:22 Q12: What technology are you excited about?35:03 Q13: What is the hardest thing about your role?40:20 Thanks, Lacy!

41 phút
08/12/2022

009: Vivint Senior Manager Zach Heiner Talks About Sales Training

00:00 Zach Heiner Excerpt from (43 minute Mark)00:44 The Rep's Journey Intro00:58 Introduction: A Walk Down Memory Lane01:26 How did you become a Senior Manager at Vivint?08:26 Zach's Door to Door Experience09:45 Software Developers Need to Learn Sales12:10 Zach's Role @Vivint, COVID, & Corporate Training23:20 Mapping The Rep's Journey23:58 How Do You Think About the Best Training for the Rep?28:06 How Does "Fake-ness" Show up in Training?29:19 How Do You Organize Training?34:20 How Did You Get There?35:27 What Are You Excited About in Improving Training?43:00 What Is Vivint Doing to Train Managers?44:39 Will You Talk About Your View of Everboarding?40:20 Thanks, Zach!

50 phút
08/12/2022

008: 3 Simple Concepts to Help Your Reps Pay Attention

Increasing attention is not simply shortening training. It's focusing on the right things at the right time. How do you know what to focus on? Simple. Ask if you training zeroes in on immediate needs, with attention to things that interest your reps, while focusing on things of highest importance! 00:00-00:22 Introduction00:22-05:21 Why this topic05:21-05:46 Why We're Qualified to Discuss This05:46-12:33 Concept #1 - Immediacy12:33-21:46 Concept #2 - Interest21:46-28:05 Concept #3 - Importance28:05-29:13 Call To Action: Audit, Rank, Adjust

29 phút
07/06/2022

007: How to Audit Your Rep's Onboarding Journey

Here's the Rep's Journey Audit Form:https://www.notion.so/throwbo/Rep-Jou... 00:00 Introduction00:25 Opening Titles00:39 Audit Your Stats02:14 Audit Your Systems & Integrations02:52 Audit the Rep Systems03:37 Audit Your Recruiting05:36 Audit Your Onboarding06:30 Why You Should Do This!08:10 Audit Your Training09:46 Audit Your Retention13:23 Make Your Model15:14 Conclusion

16 phút
14/04/2022

006: Improve Sales Experience while Growing Super Fast w/George Garcia @ LGCY Power

How a sales performance director in a super fast growing solar company thinks about onboarding/training reps (advice for directors and sales reps). Connect with George Garcia on LinkedIn:https://www.linkedin.com/in/george-ga... ⚡️ LGCY Power Job Postings:https://boards.greenhouse.io/lgcypower LGCY Power:https://lgcypower.com Connect with Stephen Rhyne on LinkedIn:https://www.linkedin.com/in/stephenrhyne © Schedule a Demo with ConveYour:https://conveyour.com/schedule-a-demo 00:00-00:31 George Garcia Excerpt00:31-01:40 TRJ Episode 006 Intro01:40-02:34 Introducing George Garcia @LGCY Power02:34-09:14 Q1: Why do you white-board (map) the process?09:14-11:41 Q2: Was white-boarding simple or complex?11:4-20:29 1 Q3: What do you wish you had known when you first started this role?20:20-22:21 Q4: What have you added/removed to the onboarding/training process?22:21-28:49 Q5: What one concept would you give to sales directors, CROs, and rep trainers?28:49-32:34 Q6: What is something you're inspired by right now?32:34-33:48 Q7: What kind of cookies?33:48-38:00 Q8: What questions should a director ask to find out the needs of the rep during onboarding?38:00-38:26 Q9: What can sales reps do to work on their skills for promotion?38:26-42:44 Q10: What skills are you looking for in a sales rep to promote them?42:44-43:07 Looking for a job?43:07-43:37 a Demo with ConveYour

44 phút
18/03/2022

005: 18 Apps to Help You Speed Up Your Onboarding & Training Creation Process

In this episode, Stephen & Jason discuss the tools and apps that they use in ConveYour's content creation process. These tools will help with Planning & Collaboration, Content Gathering & Project Management, Video Creation, and Imagery/Content sites. Want all of this information, readily available right on your phone? Do you have a tool that helps you in content creation that you feel like we’ve missed? Text us and let us know! Text #tools to (512) 379-5599 along with the name of your tool of choice and we’ll add it to the list.

33 phút
15/03/2022

004: How to Recruit Tons of Reps in a Crazy Talent Shortage

Follow this simple framework to recruit reps faster and easier, even in a hiring shortage! Stimulus checks, The Great Resignation, Demand Outpacing Supply - these things are all leading to a very difficult recruiting landscape for traditional employers let alone companies independent contractors great opportunities. We will layout X steps you can take to drastically speed up your recruiting pipeline and just make recruiting easier! Looking for help in recruiting? Text #recruits to 512-379-5599 to get access to our Recruiting Tips channel! 00:00-00:16 Opening Credits00:16-00:31 Introduction00:31-03:40 The Challenge03:40-04:14 The Opportunity04:14-04:45 Today's Topics (Bulletpoints)04:45-09:28 Tip #1: No Think Referrals09:28-12:56 Tip #2: Building the Funnel12:56-19:30 Tip #3: Adaptive Recruiting19:30-22:39 Tip #4: Metrics22:39-23:51 How ConveYour's Features Help Recruiters23:51-24:30 Bonus: High Level Metrics Intro24:30-25:34 Bonus Tip #1: Check your Cost to Recruit25:34-27:49 Bonus Tip #2: Payback Period27:49-28:14 Call to Action (Recruiting Tips Channel)28:14-28:35 Wrap Up

29 phút
21/02/2022

003: How to Increase Engagement from Your Reps During Training

Our 3 tips to increase your rep's engagement: make it a consumer experience, increase their attention level, blur the lines between required training! 00:00-00:25 Introduction00:25-00:54 Question: Why the Rep's Experience?00:54-01:59 Answer: Experience Matters01:59-07:15 The Challenge: Keeping Attention07:15-08:44 The Opportunity: Higher Motivation to Engage08:44-09:50 Question: Why Button up the Experience?09:50-12:09 Answer: Only the Rep Knows the Experience12:09-17:12 Tip #1: Consumer Experience17:12-20:44 Tip #2: Reduce & Increase20:44-28:05 Tip #3: Combine Interactions28:05-31:00 C2A: Be a "Secret Shopper"31:00-31:08 Ending

31 phút
18/02/2022

002: Get Your Reps to Finish Their Training Faster

In this episode, Stephen will give you three simple steps to help you get your sales reps to finish their training faster. Thanks for listening! To get a free consultation, click this link! 00:00 Introduction00:15 Opening Montage00:30 Challenges of Getting Reps to Finish Training01:36 Why This Framework?02:22 Step #1: WIIFM Audit04:30 Step #2: Make Your Training "Feel" Shorter07:42 Step #3: Create a Nudging System09:56 Review10:24 CTA

11 phút
18/02/2022

001: How to Rock Text Message Field Support

Click here to get your copy of the Perfect Field Support Transformer™ 00:00 Intro01:11 Challenges for Direct Sales03:16 Opportunities for Direct Sales04:19 Why Use our Framework (ConveYour)?05:20 Step 1: Map the Journey09:03 Step 2: Become the Customer10:30 Step 3: Create, Collect, & Curate13:48 Step 4: Build the Muscle15:54 Step 5: Automate All Outbound Field Communication16:55 Step 6: Automate Your Messaging Like a Marketer (BONUS)18:08 Statistics18:45 Review19:06 Free Tool: Perfect Field Support Transformer

19 phút

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Learn tips for getting your reps to finish training, complete onboarding, and start selling faster! With over 12 years of experience working with direct sales companies that train 50k reps annually, Stephen Rhyne's perspective is proven to get results.

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ConveYour
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2022 - 2023
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The Rep's Journey