The Art and Science of Sales: Balancing Data and Qualitative Skills

Building Elite Sales Teams

Summary

In this episode of Building Elite Sales Teams, Lucas Price chats with Michelle Benfer, a dynamic SVP at Bill. This session dives deep into the art and science of constructing top-tier sales organizations, highlighting the pivotal role of data infrastructure and personalized coaching. With Michelle's deep expertise, the conversation explores the delicate balance between analytics and human intuition in crafting a successful sales strategy.

Listeners are treated to a voyage through Michelle's personal sales journey, from her formative experiences to her current role at Bill. This conversation is packed with actionable strategies on maximizing the potential of sales teams.

Take Aways

* The art of sales coupled with data can optimize performance and enhance team success.

* Coachability and intellectual curiosity are critical qualities when hiring effective sales professionals.

* A substantial part of a sales manager's role is coaching their team to drive high returns on the investment in personnel.

* A healthy sales organization reflects a bell curve in performance, emphasizing the importance of strengthening the middle tier.

* Consistency and pattern recognition in top sales performers’ activities can help uplift overall team performance.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

Connect with Michelle Benfer: linkedin.com/in/michellehughesbenfer

Mentioned in this episode:

BEST Intro

BEST Outro