The Rep's Journey

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 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=0s] Lacy Anderson Intro Excerpt 00:35 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=35s] TRJ Episode 10 Intro 00:48 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=48s] Introducing Lacy Anderson @IONSolar [https://www.youtube.com/channel/UCENVmyDE75Bd6x6BKfuX_PA] 01:58 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=118s] Q1: Why Sales Ops? 04:13 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=253s] Q2: What's your experience working with CROs? 07:51 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=471s] Q3: What advice would you give to Sales Ops Managers who want to level up? 10:20 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=620s] Q4: How do you convey challenges upward? 11:40 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=700s] Q5: How do you attack problems? 13:12 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=792s] Q6: How would help managers to improve and grow? 15:47 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=947s] Q7: What's the benefit of learning what departments do? 18:00 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=1080s] Q8: How do you demonstrate contribution in a tangible way? 21:29 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=1289s] Q9: In your career, when did you start owning outcomes? 23:50 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=1430s] Stakeholder Puzzle: Tips for Working Together 29:19 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=1759s] Q10: What do you think is changing the fastest in Direct Sales? 30:38 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=1838s] Q11: What changing the fastest in recruiting? 32:22 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=1942s] Q12: What technology are you excited about? 35:03 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=2103s] Q13: What is the hardest thing about your role? 40:20 [https://www.youtube.com/watch?v=6YlEp5cpL8I&t=2420s] Thanks, Lacy!

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 Intro 00:58 Introduction: A Walk Down Memory Lane 01:26 How did you become a Senior Manager at Vivint? 08:26 Zach's Door to Door Experience 09:45 Software Developers Need to Learn Sales 12:10 Zach's Role @Vivint, COVID, & Corporate Training 23:20 Mapping The Rep's Journey 23:58 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!

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 Introduction 00:22-05:21 Why this topic 05:21-05:46 Why We're Qualified to Discuss This 05:46-12:33 Concept #1 - Immediacy 12:33-21:46 Concept #2 - Interest 21:46-28:05 Concept #3 - Importance 28:05-29:13 Call To Action: Audit, Rank, Adjust

007: How to Audit Your Rep's Onboarding Journey

Here's the Rep's Journey Audit Form: https://www.notion.so/throwbo/Rep-Jou... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbFJyZWJSV1cwZ0JRTEtjWjQ3azRHeDJsMXFjd3xBQ3Jtc0ttLXVyVm9pbFhtQWdGeDFKV3B3cXpoMDkxMXBOd2g4aldrcFBCX2FOcnZRQzhKMVptbGtIdWlrNV9xN0NoQnI4ZlVIS3I1RjdVa1FTLU9XSEZaNm9UeTZaUnZWZktTNkp3cVRIYVYwU3VoNlBqaTUydw&q=https%3A%2F%2Fwww.notion.so%2Fthrowbo%2FRep-Journey-Audit-48ce4e92fe7d4a5d9900ce6c270ac9ed&v=GS2L5fXfTn4] 00:00 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=0s] Introduction 00:25 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=25s] Opening Titles 00:39 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=39s] Audit Your Stats 02:14 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=134s] Audit Your Systems & Integrations 02:52 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=172s] Audit the Rep Systems 03:37 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=217s] Audit Your Recruiting 05:36 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=336s] Audit Your Onboarding 06:30 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=390s] Why You Should Do This! 08:10 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=490s] Audit Your Training 09:46 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=586s] Audit Your Retention 13:23 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=803s] Make Your Model 15:14 [https://www.youtube.com/watch?v=GS2L5fXfTn4&t=914s] Conclusion

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... [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa2FKSzF4aVBQYmhJZ0tTVThWaWNIdVlwQmFhZ3xBQ3Jtc0ttZWQ5T2FYNlNScEs2N0U3Rk5NZHdLMDk2ZHBHTjFOZE9wblViQnhyS0xYZDMxcGZ0WkhfN19qMXJZLWY3a0RJakFxXzZTeXZ2cWNjZ0VKMEE3T3czNXB3V1g0ZTlpS2Z5dDVsWGdCVnBiTU8wbjJDMA&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fgeorge-garcia-86853795%2F] ⚡️ LGCY Power Job Postings: https://boards.greenhouse.io/lgcypower [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0lpTU9HX1JaemJXQXJ0b1laRUdKT1VqdF92d3xBQ3Jtc0trbEdET19UeEUyNnhOM3NMOUR1NVZlNGM3a1FpNlFTam1hbi1CemhrY0ljQjJDdllVTDRmZUtWY2R6YUlUYnlRTXRkRDJWZGpRdUs2X21GOTF3amJ6RU9zb0Q3cHVfRFV2U0dlTklQNXVTLVRsamJNZw&q=https%3A%2F%2Fboards.greenhouse.io%2Flgcypower] LGCY Power: https://lgcypower.com [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1hjMjZwd25kLVRFLW02SE5Ubk9ndXlkU1Zqd3xBQ3Jtc0tudmQ0ajdNM3JfRjBZSDVEc2ZvTTFZSVhfc09SNGtpZUUwX3o0MVRic3ZEZGREYWdmc1RyVjg1UlBxcmp3YVRLUU00Q3lRdWxIalFOSl9YRTA0dFp5U0w0S2pZSjRZYzRwLXlhajNtTG5HWDY4Vk1nMA&q=https%3A%2F%2Flgcypower.com] Connect with Stephen Rhyne on LinkedIn: https://www.linkedin.com/in/stephenrhyne [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbGZqdml4b1RSbEpJUUwtSGdMSFN0Y1R2Sl9tZ3xBQ3Jtc0ttdGUwUmsxYWxRZ2Zwb0cxckxMT2xMNW9NeV84RV9ISkZVNDJsYVRnenNud2ZZOVVZdl9LMWhxd2JzWFh0MGI0U29DTmZ6WWNPTUEwVFEtbnJfUzZ6SHp1TTUtS2VtYURFdUUxQzN0cUViN2xYQXNScw&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fstephenrhyne] © Schedule a Demo with ConveYour: https://conveyour.com/schedule-a-demo [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqblNIN1dSNHJfWXNBckF4bzZOZEZHQXk2TXROUXxBQ3Jtc0tsX2hpYVN3WXJrRTRlOHhpcV9Pbml0bE9USkozV2owZ2E0b1BCMHc2MTVsbjZOdV85LU5Qam9WLVBFTlJPcnlnRkR5bFVVOU5mbjM1V0xMeDBJSnh1WmFqeEI5bkpVVnJXYzJBUElFd0tnMUxlMGRRYw&q=https%3A%2F%2Fconveyour.com%2Fschedule-a-demo] 00:00 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=0s]-00:31 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=31s] George Garcia Excerpt 00:31 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=31s]-01:40 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=100s] TRJ Episode 006 Intro 01:40 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=100s]-02:34 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=154s] Introducing George Garcia @LGCY Power 02:34 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=154s]-09:14 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=554s] Q1: Why do you white-board (map) the process? 09:14 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=554s]-11:41 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=701s] Q2: Was white-boarding simple or complex? 11:4-20:29 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1229s] 1 Q3: What do you wish you had known when you first started this role? 20:20 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1220s]-22:21 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1341s] Q4: What have you added/removed to the onboarding/training process? 22:21 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1341s]-28:49 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1729s] Q5: What one concept would you give to sales directors, CROs, and rep trainers? 28:49 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1729s]-32:34 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1954s] Q6: What is something you're inspired by right now? 32:34 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=1954s]-33:48 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2028s] Q7: What kind of cookies? 33:48 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2028s]-38:00 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2280s] Q8: What questions should a director ask to find out the needs of the rep during onboarding? 38:00 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2280s]-38:26 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2306s] Q9: What can sales reps do to work on their skills for promotion? 38:26 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2306s]-42:44 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2564s] Q10: What skills are you looking for in a sales rep to promote them? 42:44 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2564s]-43:07 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2587s] Looking for a job? 43:07 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2587s]-43:37 [https://www.youtube.com/watch?v=Y7w8bdJXMB0&t=2617s] a Demo with ConveYour