Alex Hormozi: How I Built A 20+ Sales Team [The Process]

The video is about Alex Hormozi sharing his framework for managing sales conversations and sales teams.

This video by Alex Hormozi was published on Dec 3, 2020.
Video length: 10:31.

In this video, Alex Hormozi shares his framework for building a successful sales team.

He begins by discussing how to manage the conversation with potential customers, using the "closer framework" which involves clarifying why the person is there, labeling their problem, overviewing their pain, selling the vacation, and explaining away their concerns. He then moves on to discussing how to manage a sales team, focusing on consistency and overcoming common obstacles such as inconsistent lead quality and an overworked sales team.

Hormozi emphasizes the importance of drilling the framework and overcoming objections to achieve consistent sales on a monthly basis.

• Alex Hormozi shares his framework for managing sales conversations and sales teams.
• The first step in managing sales conversations is to clarify why the person is there.
• The Closer Framework involves walking the customer through the decision-making process.
• Record every call to ensure compliance and accountability.
• Cut the bottom 10% of salespeople regularly to increase productivity.
• Start with a clear vision and mission statement when managing sales teams.
• By following his framework, businesses can achieve consistent sales on a monthly basis.

How I Built A 20+ Sales Team [The Process] - YouTube

Introduction

• Alex Hormozi shares his framework for managing sales conversations and sales teams.
• He asks the audience about their experience with sales and sales teams.
• He introduces the two halves of his talk: managing sales conversations and managing sales teams.

Managing Sales Conversations

• The first step is to clarify why the person is there.
• Use questions only in the framework, not paragraphs or statements.
• Label the person's problem.
• Overview the pain cycle by asking about past experiences.
• Sell the vacation by telling three illustrative stories.
• Explain away their concerns by drilling optional overcomes.

Managing Sales Teams

• Start with a clear vision and mission statement.
• Set clear expectations and goals for the team.
• Use a scoreboard to track progress and motivate the team.
• Train the team on the framework and practice it regularly.
• Provide ongoing feedback and coaching to improve performance.
• Hold team members accountable for their actions and results.

How I Built A 20+ Sales Team [The Process] - YouTube

Conclusion

• Alex Hormozi's framework for managing sales conversations and sales teams is simple and scalable.
• By following his framework, businesses can achieve consistent sales on a monthly basis.
• It is important to have a clear vision, set expectations, track progress, train regularly, provide feedback, and hold team members accountable.

The Closer Framework

• Walk the customer through the decision-making process.
• Ask simple yes or no questions to help them make a decision.
• Make them confront their concerns and overcome them.
• Reinforce the decision with a personalized message or gift.
• Use the framework to manage sales conversations.

Call Recordings and Comms

• Record every call to ensure compliance and accountability.
• Use Gong for Zoom calls.
• Have daily huddles, weekly one-on-ones, and monthly meetings.
• Review three calls with each salesperson in one-on-ones.
• Ask them to show where they clarified the problem, outlined the pain, asked for the sale, and overcame objections.

Cut and Competition

• Cut the bottom 10% of salespeople regularly to increase productivity.
• Have a leaderboard that is published and updated regularly.
• Notify salespeople when others make a sale.
• Hold competitions every six weeks with a prize of 25% of one month's check.
• Put salespeople in teams of three for competitions.

Recap

• Use the Closer Framework to manage sales conversations.
• Record calls and have regular communication with salespeople.
• Cut the bottom 10% of salespeople and keep it competitive.

Watch the video on YouTube:
How I Built A 20+ Sales Team [The Process] - YouTube