#33 Season 3, Episode 6: Maximizing Business Transitions: Insights from Sales Expert Jonathan Graviss

This podcast episode from the Business Owner Transition Podcast, hosted by Mike, features a detailed conversation with Jonathan Gravis, a career sales leader. Jonathan shares his extensive experience in building and managing high-performing sales teams, offering insights on hiring, training, motivation, compensation, and the importance of a strategic sales process. The discussion covers various aspects of sales management, including adapting to market changes like COVID, utilizing CRM tools effectively, fostering a positive sales culture, and devising incentive programs. Jonathan also emphasizes the importance of resilience, curiosity, and personalized coaching in driving sales team success. The episode aims to guide business owners in refining their sales strategies and enhancing team performance to maximize transaction value during business transitions.

01:09 The Importance of Sales Teams in Business

02:22 Building a High Performing Sales Team

03:38 The Role of Resilience in Sales

09:23 The Importance of a Good CRM Tool

11:03 Key Performance Indicators in Sales

14:01 Sales Leadership and Team Development

17:05 Understanding the Sales Process

18:53 Overcoming Sales Challenges

19:52 The Importance of Customer Needs Analysis

21:56 The Role of Trust in Sales

22:47 Managing Sales Teams

23:45 Designing Effective Compensation Plans

24:59 Sales Incentive Programs

27:21 Engaging with Your Sales Team

29:58 Transforming Sales Culture for Success

31:35 Wrapping Up: The Long Game of Sales