Today’s guest is a longtime sales leader who actually began his career journey as a teacher. Bill Ripol is the President and GM of TriMech. Bill joins Host Matt Benelli to dive into the right numbers to think about day-to-day, how to hire resilient sales reps, and why leading by example remains crucial to building successful teams.

Takeaways:

• True leadership is demonstrated through actions rather than words. Creating a culture of self-leadership within your team is crucial.
• Be open to learning and evolving through aha moments, recognizing the importance of mental preparation and risk-taking in sales.
• Develop a process-oriented approach. Emphasizing processes over products helps in adapting selling techniques across different divisions, fostering adaptability and a focus on strategy.
• Distinguish between training (preparing for performance) and coaching (tweaking and improving performance), and understand where they intersect.
• Encourage your team to practice visualization to prepare mentally for various sales scenarios, improving confidence and performance.
• Seek candidates who've overcome challenges and have a history of success, indicating they possess the resilience necessary for long-term success in sales.
• Build an environment where team members feel valued, supported, and motivated to contribute their best, leading by example and focusing on collective success over individual accolades.

Quote of the Show:

• “If you think about the process and the different actions you have to take and the way you need to do it, which is nuanced in sales, then you're going to have success.” - Bill Ripol

Links:

• LinkedIn: https://www.linkedin.com/in/bill-ripol-790700/ 
• Website: https://trimech.com/ 

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://www.youtube.com/@Coach2Scale 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io