Guest: Glenn Sandifer Guest Bio: Glenn has 20 years of experience in Regional and National Field Sales and Marketing roles. He has worked on product launches within Quick Service, Consumer Electronics, Home Theater, Mobile, and Telecommunications Industries. Currently, Glenn has the privilege of leading a world class Inside Sales and Client Success group within the Security Industry. Glenn is focused on the development of both inside sales and customer success teams, deploying an outbound contact strategy. His efforts lead to a consistent lead conversation. Glenn also provides strategic support with digital and affiliate marketing strategies, migrating a new CRM, and incorporating new onboarding and talent retention policies. Glenn also founded Glenn Sandifer Consulting, which has the aim of aiding smaller security dealers in developing winning programs and plans for predictable revenue and long-term success. Glenn serves as Vice President in the AA-ISP Tennessee Chapter, a Member of the Greater Nashville Chamber of Commerce, and Nashville Black Chamber of Commerce and a member of the Gamma Phi Chapter of Omega Psi Phi Fraternity, Inc. Glenn is from Indiana, but currently resides in Nashville, Tennessee with his wife and two children. https://www.glennsandifer.com/about Key Points: Outbound Sales Strategy: · Securitas stands out from competitors by implementing 15 different outbound sales strategies, focusing on building long-term relationships and pipeline growth. · Sales reps are required to make a minimum of 50 outbound calls and send 50–100 personalized emails daily. · There's a strong emphasis on data, tracking inbound leads and conversions, and continuously improving sales processes. Change Management and Team Integration: · Glenn emphasizes that managing change is difficult, especially when integrating teams from different companies. · He recommends leading by example, staying hands-on, and getting involved with both sales and operational teams to break down silos. Advice for Sales Leaders: · Leaders should "manage up" by encouraging their teams to provide insights and challenges from the frontlines to improve decision-making. · For handling sales teams, it's crucial to focus on core priorities and overcome the fear of change or new processes. · Leading by example and consistently repeating key messages can help reinforce the desired behaviors in the team. Hiring for Sales Positions: · Glenn looks for three key traits in candidates: grit, coachability, and adaptability. · Grit ensures perseverance in detailed sales tasks, coachability helps integrate new employees into the company's culture, and adaptability is needed for fast-paced, shifting sales environments. Managing Sales Team: · Glenn highlights the challenge of managing expectations and ensuring that team members stay focused on high-priority tasks. · He faced resistance when trying to shift from a customer service-oriented role to a more pipeline-driven, project-based model, but his leadership and persistence helped his team adapt. Leadership Philosophy: · Glenn believes that as a leader, it’s important to challenge the team to push beyond their comfort zone and achieve their full potential while understanding their individual motivations and pain points. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
