John Barrows is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content, and events. They train sales teams for companies like Salesforce, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.

You’re going to learn a lot in this episode so I hope you’re somewhere you can take notes. But the two areas that really stood out to me in this interview were: 1. how to get the most from Sales Training Programs & 2. Managing C-Players

#salesconsultant #salesconsultantpodcast #salestraining #johnbarrows

Show Notes & Time Stamps:

• [3:00] John explains when organizations normally bring his company in and describe the type of companies they work with.
• [6:45] John shares where their programs stand in the market in comparison to some other programs and gets into what blocks clients from getting the full value of his team’s training. 
• [9:05] Explains his 10/60/30 theory. 10% of the people that go thru the training will take it and run with it and execute. 60% will do some stuff differently. 30% aren’t going to do anything differently
• [14:00] Explains why he’s not a big fan of role-playing or at least how most teams use it then points where he sees it being effective.
• [22:40] Explains his “Give a Sh**” factor” theory.
• [26:18] Talks about making the leap to being a consultant/entrepreneur then gets into examples of where he had to fire clients.
• [33:00] How getting fired by one of his biggest and longest-term clients was one of the best days of his life.
• [36:48] Delivering feedback to reps who are underperforming.
• [39:00] Stresses the importance of evolving as leaders and being more empathetic
• [40:30] Breaks down how to properly manage your A, B, and C reps.
• [42:42] Breaks down what most managers are doing wrong in how they coach C reps and explains a better approach that includes micro-celebrating very short-term goals. But, if they’re not coachable as well as a C player...
• [46:59] Hiring for coaching ability and shares exercises he has reps do during the interview process not just to check their skills but to see if the person can take feedback.
• [49:17] Drops why he’s one of the true OGs / Goats in the LinkedIn game…

To Rate This Podcast - just click on the starts under the show description in whatever app you’re using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.

Guest Bio:

John is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content end events. They train some of the world’s fastest-growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.

John’s goal is to change the negative perception of Sales and help sales professionals achieve success by doing it the right way because he believes that when Sales is done right it’s one of the greatest professions in the world but when done wrong it’s one of the worst.  To further support this goal and introduce Sales as a career to the younger generations he is also the proud author of an Amazon bestselling children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.  

Connect with us:

Sell Better by JB Sales - Website

Sell Better by JB Sales - YouTube

John’s Instagram page

John’s LinkedIn page

The Sales Consultant Podcast LinkedIn Page

Derrick’s LinkedIn

Derrick’s Instagram

Derrick’s Twitter

These interviews are also available on Derrick’s YouTube page