The Jake Dunlap Show

How to Increase Rep Efficiency By Expecting Less

Episode Summary

This episode Jake starts off with the phenomenon in sales where everyone is on a quest to do more and more. From the 100s of teams he’s worked with every year on optimizing outbound performance, the ones that are performing today are those that do not have a significant number of steps in their sequences as send-all and do not just customize the first touchpoint. Richard Harris said it best: The mindset problem is that people are too focused on efficiency versus effectiveness. In this episode, Jake will break down why quality conversations should be your #1 top-pf-funnel metric, what are quality/meaningful conversations, and how do you make “less” scalable.

Episode Notes

This episode Jake starts off with the phenomenon in sales where everyone is on a quest to do more and more. From the 100s of teams he’s worked with every year on optimizing outbound performance, the ones that are performing today are those that do not have a significant number of steps in their sequences as send-all and do not just customize the first touchpoint.

Richard Harris said it best: The mindset problem is that people are too focused on efficiency versus effectiveness. In this episode, Jake will break down why quality conversations should be your #1 top-pf-funnel metric, what are quality/meaningful conversations, and how do you make “less” scalable.

In this episode, Jake covers:

• The mindset problem is that people are too focused on efficiency versus effectiveness (shoutout to Richard Harris).
• The teams that are performing today are the teams that don't have a significant number of steps in their sequences as send all. They also don't only customize the first step.
• One of the biggest shifts he’s seen is that changed the goal from trying to get a meeting with the one person we are reaching out to. And this is a natural consequence of tools that allow us to send in bulk.
• Instead of focusing on "I want to get a meeting with John Smith", Sales is more concerned with "I want to do a certain number of activities".
• How to get leadership to buy into this mindset change.
• How to make this scalable and 100% trackable.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: 

https://skaled.com/insights/how-to-increase-rep-efficiency/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake:

 https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/