Accelerating Sales with Pete Essex P&L: Priorities & Lifestyle

Pete Essex is the Outscored VP of Sales at Sales Xceleration, a business and consulting services company and pioneer in outsourced sales leadership. With over 25 years of experience as a Vice President of Sales for Fortune 500 and start-up companies, Pete has established and rebuilt sales teams from the ground up. Using the Sales Xceleration process, Pete helps sales organizations identify trends and enhance and develop sales teams and sales strategies to execute their sales growth metrics. Pete holds a BA in Chemistry from the University of Texas at Austin and earned his MBA from Jones International University. He is a veteran who formerly served as a Captain, Commander, and Communications Electronics Staff Officer for the US Army.
 
Pete joins me to discuss how companies can accelerate their sales. He explains how he got into sales in the corporate world after serving in the military and how having the mindset to help and serve customers, as opposed to selling, can help a business. He describes how sales leaders can help companies navigate through an economic downturn. He also highlights the importance of individual coaching, offers his advice on hiring and retaining the best salespeople, and shares why he is passionate about scuba diving and flying.
 
“There are all different kinds of salespeople, but the really good ones listen well, formulate in their head what needs to happen next, and have their set processes.” - Pete Essex
 
This week on Priorities Lifestyle:
 
The importance of sales
Pete’s background and life in the military
His ‘sales infrastructure’ concept and how the fundamentals of sales can turn around a small business
The disconnect between owners, management, and salespeople
The Sales Xceleration process
The difficulty of finding excellent salespeople
Creating compensation structures for salespeople
Diagnosing and recession-proofing the sales of a company
The power of leadership and communication skills
How to motivate salespeople
How to turn around an employee in a rut
 
Resources Mentioned:
 
Book: Traction: Get a Grip on Your Business by Gino Wickman
Book: The First 90 Days: Proven Strategies for Getting Up to Speed Faster and Smarter, Updated and Expanded by Michael D. Watkins
Salesforce
 
Our Favorite Quotes:
 
“If you can’t sell, you’re out of business.” - Rob Schulz
“We talk a lot about getting financial books in order or building financial statements, but we don’t talk about how the fundamentals of sales can really move the needle for a business.” - Rob Schulz
“Sales is the engine that makes companies go.” - Pete Essex
 
Connect with Pete Essex:
 
Sales Xceleration
Email: pessex@salesxceleration.com
Sales Xceleration on LinkedIn
Sales Xceleration on Facebook
Sales Xceleration on Twitter
Pete Essex on LinkedIn



About Rob Schulz and P&L Priorities & LIfestyle Podcast
 
The P&L: Priorities & Lifestyle Podcast is a show for business owners. In each episode, host and financial planner Rob Schulz sits down with business owners and the professionals that serve them to talk about business building, life, money — and the all-important transition out of the business, which inevitably happens to everyone who has ever founded a company. 
 
Email Rob at rob.schulz@schulzwealth.com with questions and comments, or to schedule a one-on-one conversation. 
 
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