In this 11 minute
interview Turner outlines:
- Outreach’s model for tapping into the motivational drive of its individual sales reps
- How Outreach has leveraged technology to motivate and develop sales skills
- The six areas that were critical to accelerating Outreach’s revenue growth
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“Everybody has different motivational factors. Some people look at pleasure versus pain as being a motivating factor or hope versus fear, acceptance versus rejection, even success versus failure.”
The challenges of motivating individual sales reps were amplified for Outreach as the business grew 20% week on week. As the company’s second employee Jacob Turner has played a pivotal role in developing a framework that has seen the business keep it’s now 40 strong sales team motivated.
“Motivation isn’t just about financial reward. A lot of people, especially millennials, are interested in giving back,” he explains. “Instead of giving people money we’re investing in experiences.” The biggest motivator in Turner’s experience is their weekly sales gym.
“Sales gym is about giving reps access to different concepts of sales and psychological practices. Like what’s the difference between feedback and feed-forward, what types of leaders are out there, how to be a better leader, and things like that.” he continues. What makes the Outreach sales gym unique is that it’s a virtual classroom that relies on Slack and a webcam.
“They’re not really Outreach specifically. It’s more about how to be a better salesperson.” And isn’t that what every salesperson wants? Listen now
to hear how Turner took his sales reps to the gym to stretch their skills.