The Qualified Sales Leader – By John McMahon, Five-Time CRO
The Qualified Sales Leader by John McMahon is unlike many other books about sales and sales leadership. It’s not about scientific research or study, but focuses more on the wealth of knowledge of a smart sales leader, who has built and led many sales teams to become the most successful in their industry and feared by competitors.
I’ve personally had the chance to work with John McMahon at BMC, Aveksa and MongoDB. Throughout this time, I was constantly inspired by his leadership and holistic approach to hiring and developing salespeople, creating a structured sales approach and implementing measurable criteria to drive a reliable forecast. There were numerous occasions where his strong analytical skills and simple but clear communication around, as he calls it, “the fundamentals”, brought clarity to very complex situations.
Hero to Zero
I will never forget the discussion that we had during a sales leader QBR about a sales rep – let’s call him David – who used to hit his quota but then delivered 0 revenue 3 quarters in a row. While we all thought that David was on the verge of leaving the company, John asked the sales leader what happened to him. The sales leader responded, “oh don’t worry David is our best guy”. John replied, “Your best guy? He did not make any revenue for 3 quarters”.
The area director then jumped in to support the sales leader by saying “John, we assigned David to develop the most important new logo account in the country. He has made progress but has not closed a deal yet.” John then asked: “If this is the case, what is your plan for him?”. The two leaders asked “Plan? We don’t have a plan for him.”
Making Team Members Feel Valued
John then stood up, turned to all the sales leaders in the room and asked “How do you think David feels about not making any money for 3 quarters in a row, after smashing quarter after quarter prior to being assigned this account?” He then paused. There was silence in the room, everybody listening out for what’s to come.
John continued, “What is David telling his wife when he comes home late at night? When did you last talk to him about that?” Again, there was silence. John then commanded: “I want you to talk to David in the break and come up with a plan that will make him feel valued and rewarded for the hard work he is doing. Please show it to me tonight.” John then sat down.
The sales leader proceeded to have a chat with David. David then shared with him that he was actually really frustrated with not being amongst the top sales reps. His wife even questioned him if it was worth all the effort. David had thoughts about leaving the company if this lasted longer. The sales leader and his director then proceeded to put a plan in place which would give him achievable milestones and remuneration for his hard work. David stayed with the company and closed a multi-million-dollar deal just 2 quarters later.
Why You Should Read “The Qualified Sales Leader”
There are plenty of stories like that. In “The Qualified Sales Leader”, John packages his wealth of experience and shares it in the context of a consulting engagement at a fictitious startup and 2 of their sales leaders named Andy and Jim.
John’s journey starts with an invitation to a Quarterly Business Review (QBR), where he walks us through some of the typical issues that happen when inexperienced sales leaders interrogate their sales team without getting to the essence of the presented deals. This causes them to miss the chance to develop their sales team, which results in their failure to hit the forecast at the end of the quarter.
He then invites the reader to join the transformation of Jim and Andy, understand how they learn from the mistakes made during their QBR, and how to implement a B2B sales process in a detailed step-by-step explanation so it connects the dots for the reader. He also sheds light on how sales teams can gain control of the deal by using a structured sales qualification process around MEDD(P)ICC, how to apply it along the customer buying journey, how to slow it down in the beginning to uncover the underlying customer pain points and implications, how to build multiple champions and finally influence the decision criteria and drive deals to closure with confidence.
Mastering the Fundamentals
The reader also witnesses how Andy and Jim eventually master the fundamentals, become self-aware and enabled to nurture their teams. They learn what to look for when hiring players at the top of their game, how to carefully listen and distill the essence of every interaction with their team. John also shares the importance of building a common understanding and vocabulary to uniquely qualify the deals in their pipeline with measurable criteria to get a clear understanding of which deals should go into the forecast and which shouldn’t.
And for those who know John, he of course also covers the lifeblood of a good sales rep. Yes – the rich pipeline of the ginger Prince Jeremy. How to stop confusing activity with accomplishment and how sales leaders sometimes need to make it rain to make change, plus many great anecdotes that you will remember for a lifetime.
All of the above is covered in a very simple structure, where he starts with describing the issue. He then offers clear fundamentals that are logical and easy to understand, helping sales leaders grasp the importance of a particular topic.
First, he describes how the inexperienced sales leaders interrogate their teams during the QBR and how they failed to understand the status of the deals as they lack a common criteria to qualify against. He then concludes with an explanation as to why this is needed.
“Measurement is the first step that leads to control and eventually, improvement.”
- If you can’t measure something you can’t understand it
- If you can’t understand it, you can’t control it.
- If you can’t control it, you can’t improve it.
At the end of every topic, he offers a checklist of items that are easy to share with your sales team. (I wish he had written the book earlier :-))
Conclusion
This book is a valuable source of information for B2B sales representatives, managers, leaders and teams. John McMahon authentically shares his experience of transforming a low performing sales team into a great, effective selling engine, giving step-by-step insights on the what, how and why along the way.
Click the button below to purchase the book now!
Your article helped me a lot, is there any more related content? Thanks!
olympe casino en ligne: olympe casino avis – olympe casino cresus
acheter kamagra site fiable: acheter kamagra site fiable – kamagra 100mg prix
Achat Cialis en ligne fiable: Tadalafil 20 mg prix en pharmacie – cialis prix tadalmed.shop
http://pharmafst.com/# trouver un mГ©dicament en pharmacie
Cialis sans ordonnance pas cher: Cialis en ligne – Achat Cialis en ligne fiable tadalmed.shop
Cialis generique prix: Cialis generique prix – Cialis sans ordonnance pas cher tadalmed.shop
vente de mГ©dicament en ligne Pharmacie Internationale en ligne pharmacie en ligne livraison europe pharmafst.shop
Kamagra Oral Jelly pas cher: achat kamagra – achat kamagra
pharmacie en ligne: pharmacie en ligne sans ordonnance – pharmacie en ligne france pas cher pharmafst.com
https://kamagraprix.com/# kamagra 100mg prix
Tadalafil 20 mg prix en pharmacie: Acheter Cialis 20 mg pas cher – Acheter Cialis tadalmed.shop
trouver un mГ©dicament en pharmacie Medicaments en ligne livres en 24h pharmacie en ligne france fiable pharmafst.shop
Acheter Cialis: Achat Cialis en ligne fiable – Achat Cialis en ligne fiable tadalmed.shop
Kamagra pharmacie en ligne: kamagra pas cher – acheter kamagra site fiable
http://pharmafst.com/# pharmacie en ligne france fiable
Tadalafil sans ordonnance en ligne: cialis prix – cialis sans ordonnance tadalmed.shop
kamagra livraison 24h: Kamagra pharmacie en ligne – acheter kamagra site fiable
pharmacie en ligne france livraison belgique pharmacie en ligne pas cher trouver un mГ©dicament en pharmacie pharmafst.shop
Acheter Kamagra site fiable: kamagra gel – kamagra gel
https://tadalmed.shop/# cialis generique
pharmacie en ligne france livraison belgique: pharmacie en ligne sans ordonnance – pharmacie en ligne france fiable pharmafst.com
pharmacie en ligne france livraison internationale: pharmacie en ligne – pharmacie en ligne avec ordonnance pharmafst.com
Pharmacie en ligne livraison Europe Pharmacie en ligne France pharmacie en ligne pharmafst.shop
kamagra pas cher: kamagra gel – Achetez vos kamagra medicaments
http://kamagraprix.com/# kamagra gel
kamagra 100mg prix: kamagra 100mg prix – achat kamagra
pharmacie en ligne france fiable: Medicaments en ligne livres en 24h – Pharmacie Internationale en ligne pharmafst.com
Cialis generique prix: Acheter Cialis 20 mg pas cher – cialis generique tadalmed.shop
kamagra livraison 24h kamagra gel kamagra pas cher
https://tadalmed.com/# Cialis sans ordonnance 24h
kamagra pas cher: Kamagra pharmacie en ligne – Achetez vos kamagra medicaments
Pharmacie en ligne livraison Europe: pharmacie en ligne pas cher – pharmacie en ligne france livraison internationale pharmafst.com
Acheter Cialis 20 mg pas cher: Cialis sans ordonnance 24h – Acheter Cialis 20 mg pas cher tadalmed.shop
Pharmacie Internationale en ligne Meilleure pharmacie en ligne Pharmacie en ligne livraison Europe pharmafst.shop
http://pharmafst.com/# Pharmacie en ligne livraison Europe
Tadalafil sans ordonnance en ligne: Tadalafil 20 mg prix sans ordonnance – Achat Cialis en ligne fiable tadalmed.shop
Tadalafil achat en ligne: cialis prix – Tadalafil 20 mg prix en pharmacie tadalmed.shop
Kamagra pharmacie en ligne: kamagra gel – kamagra en ligne
http://tadalmed.com/# Acheter Cialis 20 mg pas cher
cialis sans ordonnance Pharmacie en ligne Cialis sans ordonnance Cialis sans ordonnance 24h tadalmed.com
Acheter Viagra Cialis sans ordonnance: Tadalafil sans ordonnance en ligne – Tadalafil 20 mg prix sans ordonnance tadalmed.shop
Kamagra Commander maintenant: Kamagra Commander maintenant – Kamagra Oral Jelly pas cher
http://kamagraprix.com/# Acheter Kamagra site fiable
pharmacie en ligne pas cher Livraison rapide Pharmacie en ligne livraison Europe pharmafst.shop
Cialis sans ordonnance 24h: cialis prix – Tadalafil achat en ligne tadalmed.shop
https://tadalmed.shop/# Tadalafil achat en ligne
pharmacie en ligne france pas cher: pharmacie en ligne sans ordonnance – vente de mГ©dicament en ligne pharmafst.com
https://kamagraprix.shop/# kamagra en ligne
acheter kamagra site fiable: kamagra gel – kamagra pas cher
https://tadalmed.shop/# Cialis en ligne
cialis prix: Cialis en ligne – Cialis sans ordonnance 24h tadalmed.shop
kamagra livraison 24h: kamagra en ligne – kamagra livraison 24h
https://kamagraprix.shop/# kamagra 100mg prix
kamagra livraison 24h: Kamagra pharmacie en ligne – acheter kamagra site fiable
Pharmacie en ligne Cialis sans ordonnance: Tadalafil sans ordonnance en ligne – Achat Cialis en ligne fiable tadalmed.shop
pharmacie en ligne fiable: Medicaments en ligne livres en 24h – pharmacie en ligne france livraison belgique pharmafst.com