Preparing Salespeople for Success: A Deep Dive with Steve Caton

Two Tall Guys Talking Sales

Join hosts Kevin Lawson and Sean O'Shaughnessey as they welcome back Steve Caton for another insightful episode of "Two Tall Guys Talking Sales." This week, they delve deeper into the world of part-time salespeople, discussing the essential tools, traits, and strategies that make them highly effective for businesses. Whether you're a CEO, sales leader, or aspiring salesperson, this episode is packed with valuable advice and actionable tips.

Key Topics Discussed:

• Preparing Part-Time Salespeople for Success (00:00:24): Steve Caton outlines the key factors in readying salespeople for part-time roles, emphasizing the importance of adaptability, trust-building, and research.

• Traits of Effective Part-Time Salespeople (00:04:16): Discover the personality traits and experience levels that Steve looks for when recruiting part-time salespeople, including adaptability, organizational skills, and systematic approaches.

• Measuring Success and Setting Expectations (00:07:22): Kevin and Steve discuss how to set and measure success metrics for part-time salespeople, focusing on sales activity and CRM usage.

• Transitioning from Part-Time to Full-Time Salespeople (00:10:18): Learn about the process and considerations when a company is ready to transition from part-time to full-time sales roles.

• Differentiating from Appointment Setting Services (00:11:58): Steve explains how his company focuses on the closer role, highlighting the need for leads and the differences from traditional appointment-setting services.

Key Quotes:

• Steve Caton (00:01:46): "The salesperson needs to have shown that they've actually done some research on the company like they actually know about the business before they step in and start having the first conversation with the business owner."

• Sean O'Shaughnessey (00:03:26): "Every salesperson that's looking for a job needs to be able to do those things as well. You need to say, I add value. I know I'm going to ask questions. I'm trying to learn the backstory of the company."

• Kevin Lawson (00:07:22): "How do you measure the success of a new salesperson that you've plugged into one of your first customers? What’s the dialogue there?"

Summary:

This episode of "Two Tall Guys Talking Sales" is a must-listen for anyone interested in the dynamics of part-time sales roles and how they can significantly impact business growth. Steve Caton shares his expertise on preparing salespeople, measuring their success, and transitioning them into full-time roles. With practical advice and real-world examples, this episode offers a comprehensive guide for sales leaders and business owners aiming to optimize their sales strategies. Tune in now to learn from the best and take your sales team to the next level!

You can reach out to Steve Caton at Altezza Solutions - [e-mail] - https://www.linkedin.com/in/scaton/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [e-mail] - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [e-mail] - https://www.linkedin.com/in/soshaughnessey/