Show Notes

How can sales leaders encourage the best performance from their sales team? In this episode, Troy Kanter, CEO and co-founder of AuctusIQ, shares his perspectives on motivating and developing sales reps and what it takes to be a successful rep.

We discuss:

  • What is different for sales leaders at startups compared with larger Fortune 500 companies.
  • The top things Kanter hears from sales execs when discussing their sales forces.
  • The importance of frontline sales managers and why organizations have historically underinvested in them.
  • Go-to-market (GTM) strategies that resonate with buyers and those that don’t — and why.
  • How the trusted advisor GTM model differs now from when it first came out years ago.
  • The importance of strong processes when scaling your business and sales force.
  • Why investment is flowing strongly toward sales technology.

Listen to the full episode to hear more insights on effectively motivating reps and what it takes for them to succeed.