In this episode of Building Great Sales Teams we have a tale as old as technology: Man vs Machine. Doug takes on ChatGPT a new AI that is quickly becoming the number one tool in an entrepreneur's toolbox. Enjoy!
ChatGPT, is a cutting-edge language model developed by OpenAI.
ChatGPT has been trained on a massive dataset of text, allowing it to understand and generate human-like language. It can be used for a variety of natural language processing tasks such as language translation, text summarization, and question answering. Today, we challenge ChatGPT with questions that pertain to building out a great sales team!
From customer service to content creation and data analysis, ChatGPT can be a powerful tool for any entrepreneur looking to take their business to the next level. And the best part is that, its capabilities are continually being updated and improved by the team at OpenAI, so it's always getting better. However Can ChatGPT replace the human factor that is required when dealing with people?
Written by ChatGPT:
"Join Doug Mitchell as he sits down with the AI sensation, ChatGPT, for a fascinating conversation on the key elements of starting and scaling your business. From understanding the different business structures and making your business attractive to buyers, to the importance of having a clear vision, work ethic and resilience. Learn the key differences between a taco and a burrito and the most common mistakes that sales teams make. This podcast is a must-listen for any millennial entrepreneur looking to make their mark in the business world and understand the power of Artificial Intelligence technology."
00:00:45:04 - 00:01:12:06
Speaker 1
Good morning, noon and night. How are you guys doing? We are here with one of our most special guests. But before we get into that, my name is Ryan. I am the producer of the Bill and Great Sports Teams podcast. And as always, we have our host, Mr. Douglas Mitchell, who is the creator of all things sales teams at this point, like is this the way that we're viewing it for all your sales consultant needs?
00:01:12:06 - 00:01:30:26
Speaker 1
Call us. But like I was saying, we have a special guest here today with us. It's probably the most viral guest that we've ever had. And the the speed at which they have become so popular is honestly ridiculous, if you ask me. What do you think that I'd say?
00:01:30:26 - 00:01:39:18
Speaker 2
Absolutely. Especially in the entrepreneur community business, you know, social media, everybody, everybody's using this guy.
00:01:40:05 - 00:02:05:06
Speaker 1
Everybody is like, if you're not, I applaud you. But also like, what are you doing in that guest is chat. Pete Everybody give him a round of applause. He has been one of the most viral people that we've ever had on the podcast. Now here's what we're going to do. We thought, what is better man or machine, right?
00:02:06:02 - 00:02:30:00
Speaker 1
So we had Chris Beall on the podcast. He said that technology is a ways away from replacing the human nature that is cells. So we're going to do a little test. We're going to have Doug go against the machine today. We have some questions that are set up and Doug forgot them. I can't.
00:02:30:21 - 00:02:30:25
Speaker 2
I.
00:02:30:26 - 00:02:38:13
Speaker 1
Have them written down. And we're going to we're going to ask GPT to answer some questions for us and let's see how this goes. I'm pretty excited. Are you excited?
00:02:39:00 - 00:02:59:15
Speaker 2
Yeah, absolutely. So I'm going to answer first so I can't be influenced by chat. DVT. I have not seen these answers yet. So you're going to get my raw answer and then we're going to get chatty, deep answer. And this thing frickin writes a book. So hopefully Ryan got it to write short, you know, minimum amount of characters.
00:02:59:15 - 00:03:05:05
Speaker 2
But I'm sure I talk a lot, too. And if you if you put it on the text, it'd be a book also. So.
00:03:05:26 - 00:03:25:14
Speaker 1
So now here's the kicker. This is this is a point against chat. I always put. What are the top three ways It always gave me for it always gave me four. I have no idea why that is, but comprehension is is lost on this. On yeah. On our man chat.
00:03:25:17 - 00:03:26:00
Speaker 2
Okay.
00:03:27:16 - 00:03:44:24
Speaker 1
But I'm only going to read the top three because that's what I asked for. And if you need more, I'll do the fourth one. But here we go. So the first question we had was what are the top three ways I can make my business attractive to sell?
00:03:44:24 - 00:04:18:08
Speaker 2
Oh, man, I screwed myself over share. Okay, so I just had a conversation with a business broker the other night, and so I'm going to sound a lot smarter than I am, but, you know, the first one is going to be a strong profit margin, right? The first one is going to be a strong profit margin, because if you're not profiting, that goes into the formula of EBIDTA and you know it's going to affect your multiple.
00:04:19:00 - 00:04:41:07
Speaker 2
So that's that's incredibly important. You know, obviously when you look at tech, when you look at Silicon Valley, when you look at startups, that's not the case. But in general, we're talking about business. In general, you need a good profit margin and I would say 50% at a minimum. And then, you know, all the way up from there obviously is going to be good.
00:04:42:06 - 00:05:06:28
Speaker 2
So the the second way is sales. You need sales, you need demand, you need clients, you need gross receivables coming in. You need a demand for your products. You need to be solving a problem in that solve this problem solving needs to be resulting in sales. And the third way I would say is you need strong operations, you need systems, processes and sops.
00:05:07:24 - 00:05:31:04
Speaker 2
That way you don't have to be in the company running it because all that is in your head. And when you sell it, the new owner is going to know, Hey, I can install a CEO, I can install a CEO and they can just follow the place, the systems, processes. And so so the first one is profit, the second one is sales and the third one is systems.
00:05:32:02 - 00:06:02:17
Speaker 1
Okay, I like I like all those answers, but, you know, I've been hanging out with you, so like, I'm like, yes, that's 100%. We had Bennett Maxwell on the podcast. That's also kind of what he echoed. Okay. When when we were talking to him. So here's his answer. Number one, strong financials having a well-maintained set of financial records, including profit and loss statements, balance sheets and cash flow projections can make your business more attractive to potential buyers.
00:06:03:11 - 00:06:22:26
Speaker 1
And they they say these documents need to be a clear picture of financial health and everything in the performance of your business. Number two, a diversified customer base. So this is this is where we're getting a little bit different from what we were talking about. It's having a diverse range of customers can make your business more attractive to potential buyers.
00:06:23:06 - 00:06:46:02
Speaker 1
Businesses with a brand broad customer base is likely to be is less likely to be affected by changes in the economy or industry and can provide a steady stream of revenue. And the third answer they have is a clear growth strategy. Having a clear and realistic growth strategy for your business can make it more attractive to potential buyers.
00:06:47:02 - 00:06:57:15
Speaker 1
So I think I think all I, I don't I don't know if there's like a better answer. I think it's like how you're trying to view it, you know what I mean?
00:06:58:02 - 00:07:07:28
Speaker 2
So answer number one, where we're in the same wheelhouse right as a profit. He said financials or she said, I don't want to assume.
00:07:09:00 - 00:07:11:02
Speaker 1
We want to see charts gender here.
00:07:11:02 - 00:07:37:09
Speaker 2
So they said, Hey, right, that's the nomenclature to use. So they said, I self write all right in this sub. Okay. So so they said financials, which I would give that point, like if we're going three points here, I would get that point a chart DVT is I think you're 100% correct. If you have strong financials, the profit necessarily doesn't matter.
00:07:37:09 - 00:07:56:23
Speaker 2
If if you can take certain things out, like if you're paying yourself two grand a year and your profit, you're breaking even, well, then a business owners knows maybe I don't have to pay myself because I own the business. And you know what I mean? So I don't have to pay myself anything. So that business has a profit of 200 grand now, but you can only know that through strong financial.
00:07:56:23 - 00:08:17:13
Speaker 2
So I'm going to give the point to Chet Gupta on the first one. On the second one verse divide. It depends on the business. I'm I'm going to give the point to me on that one because it's it's about demand, you know what I'm saying? And if you have the demand, the diversification of the customers does not matter necessarily.
00:08:17:21 - 00:08:39:09
Speaker 2
You know, I'm saying if you have the demand. And then the third one was strategy. I'm going give that one to me, too. I'm biased, you know, I'm saying. And you guys at home and in your trucks and in your offices can decide this. But I feel like strategy is one thing. Systems operations, being able to plug and play with the business owner, that's more important.
00:08:39:27 - 00:09:02:29
Speaker 2
You know, I'm saying if I have a sellable business, it means I can take myself out of the business and it will operate versus a strategy for growth. I get that. But a business owner isn't buying future sales. What they are buying is current financials, which is why it's CBT. Got the first point I'm going to get myself in the second and the third to chat CBT one.
00:09:02:29 - 00:09:03:25
Speaker 2
That's where I'm at right now.
00:09:04:04 - 00:09:24:03
Speaker 1
Okay, So now I got to go back to I got to go back to point two because like I'm kind of curious on how Ruby would look at it because I feel like the diversified customer base kind of goes aligned with following up and Colin believes, you know what I mean? Because now you have a greater lead base, but you're you're very much on a impulse buy.
00:09:24:03 - 00:09:31:06
Speaker 1
You're an impulse buying kind of guy. So what do you think? Is it is it does that shit sway your thought process at all or.
00:09:31:07 - 00:10:00:13
Speaker 2
I mean, lead lead strategy is one thing, right? So 100% correct. If there was a12 punch you ever had, it'd be me doing your front end sales training and Ruby doing your back in sales training. Right. But when we're talking about customers, that's the that's the people we're actually selling to. So which it chatterbox trying to say if you're only customers mortgage officers and the mortgage rates go way up and now mortgage officers don't have as much business your business hurts So you're tied to that mortgage officer, Right.
00:10:00:22 - 00:10:25:10
Speaker 2
Versus if your customer base is mortgage officers, construction companies, solar companies, you know, maybe you do marketing or something like that and you're diversified through home services and that makes a lot more sense. So that's what he means by a diversified customer base of my whole thing is it's like if you got and high demand product diversified or not, it's high demand, you know what I mean?
00:10:25:10 - 00:10:31:19
Speaker 2
So that's why I felt like I went out there. All right. Next question. Next question.
00:10:32:14 - 00:10:42:14
Speaker 1
Drop in the mic. All right. So next question, we decided it was what are the top three things Every entrepreneur, entrepreneur, tour entrepreneur needs.
00:10:44:15 - 00:11:14:03
Speaker 2
The top three things entrepreneur needs. Entrepreneurs need. I feel like I don't know how else to say it a high risk tolerance. Mm. Okay. Okay. Or in more popular nomenclature. Big balls. Okay. Okay.
00:11:14:12 - 00:11:15:18
Speaker 3
Yeah.
00:11:15:18 - 00:11:17:05
Speaker 1
And one's.
00:11:17:05 - 00:11:35:22
Speaker 2
Right. You have to have a high risk tolerance. I think that is the most important thing. So for me, when I started my business, I had to look at my wife and a three month old daughter and say, Hey, I'm putting our livelihood. I have a steady paycheck. I'm leaving that steady paycheck to build this business. I've never built a business before.
00:11:36:12 - 00:11:55:09
Speaker 2
I have never consistently knocked on doors before, which at the time it was a door knocking business and I never ran financials. I've never you know, all I've done is marketing a little graph, design, some sales, you know what I'm saying? And so I had to have a high risk tolerance to take that leap. And most entrepreneurs, when they start out, they have to have that.
00:11:56:07 - 00:12:11:17
Speaker 2
And what happens is if you don't if you don't have a lot of risk when you start out, you have a lot of money come from money or you come from another entrepreneur or like your father was an entrepreneur or something like that, you have that backup with you and you learn faster and quicker and with more conviction.
00:12:12:01 - 00:12:29:26
Speaker 2
When you don't have that backup, whether it's financial, whether it's with knowledge, you know, I didn't have anybody to turn to at the time. I had another entrepreneur that I worked for. So to some degree I had somewhat of a mentor, but for the most part, that was one of the riskiest moves in my life. So you have to have a high risk tolerance right now.
00:12:29:28 - 00:12:52:04
Speaker 2
I would say the second thing is you have to be comfortable with change and you have to be able to adapt. So I'm going to go with ADAPT. You have to have a strong ability to adapt because the way that you do it the first time is is never going to work. Not completely right. You got to adjust, you have to adapt.
00:12:52:04 - 00:13:18:22
Speaker 2
You it, you know what I'm saying? And so you have to have that ability. And then I would say the third thing, sales, you know, I mean, there's a reason that most entrepreneurs have the ability to sell because in the beginning it doesn't matter how good their ideas, it doesn't matter how smart they are, it doesn't matter how good they are at systems processes that none of that matters.
00:13:19:07 - 00:13:22:09
Speaker 2
Can you sell what you have to someone else?
00:13:22:09 - 00:13:24:17
Speaker 1
Right. Do they want it? Is the demand there?
00:13:25:06 - 00:13:31:05
Speaker 2
Well, that's the thing. Even if the demand is not there, can you sell it through?
00:13:31:05 - 00:13:31:28
Speaker 1
That's good.
00:13:32:10 - 00:13:54:11
Speaker 2
And so if you have sales or if you have an ability to sell or you have a product that sells itself right. And then that's the demand piece, you got to have that. So I would say high risk tolerance, the ability to adapt and the ability to sell those.
00:13:54:11 - 00:14:05:24
Speaker 1
Funny. Okay, so again, chat game gave me for answers. Two of your answers are on the fourth line. Okay, On the fourth line. All right.
00:14:06:10 - 00:14:08:04
Speaker 2
Let's hear all four then sell for them.
00:14:08:22 - 00:14:17:23
Speaker 1
Number one is a strong work ethic. So starting and running a successful business requires. I know I cringed when I was boring, like free and it's.
00:14:17:29 - 00:14:18:11
Speaker 2
Like, get out.
00:14:18:11 - 00:14:23:09
Speaker 1
Of again. That's what we're going with. But hey, this is you know, I they're going to go with whatever.
00:14:23:19 - 00:14:24:08
Speaker 2
What's safe.
00:14:24:19 - 00:14:45:16
Speaker 1
Basic people do. We're not basic around these parts. Now. So a strong work ethic. Starting running successful business requires a lot of hard work and dedication. Entrepreneurs need to be willing to put the long hours and make sacrifices to achieve their goals. Yes. Number two, resilience. So this is what you said was your number one. Yeah, was resilience.
00:14:45:16 - 00:15:06:12
Speaker 1
And it's starting and running a business can be a rollercoaster of ups and downs. Entrepreneurs need to have the ability to bounce back from setbacks and continue moving forward. And number three is a clear vision. Entrepreneurial entrepreneurs need to have a clear idea of what they want to achieve and how they plan to achieve it. So I mean, yes, those are good answers.
00:15:07:15 - 00:15:32:27
Speaker 1
Like I said, here's the fourth one. It gave it gave a list of different attributes, right? So it says, in addition to the above me business acumen, the ability to adapt to change good communication, effective leadership and relationship building skills. So I think I think I'm going to give it to you on this one because like I hate basic answers.
00:15:32:27 - 00:15:34:18
Speaker 1
I hate them with that.
00:15:34:19 - 00:15:56:15
Speaker 2
Well, and that's what chatbots is going to be. And this this brings up a good point, because, you know. Yes, this is a trending topic. Yes. It's an amazing tool for things like soaps, for things to get you started on content. You know what I'm saying? To get you started on content or to get your brain working. A man right now we're smoking this thing.
00:15:57:02 - 00:16:21:19
Speaker 2
Know I'm saying like like it's not even close. But the thing is, I'm selling to other humans, you know what I'm saying? Now, if this were like, if I was listening to my answers, they would love chatbot answers. So that's the thing you have to remember is like, unless you you're your market is an incredibly analytical detective type, factual, logical audience.
00:16:21:27 - 00:16:29:19
Speaker 2
You know I'm saying chatbot is not going to right. Didn't have consent for you. I'm I'm going to say it's not good enough. It's not good enough.
00:16:29:19 - 00:16:37:04
Speaker 1
Chat how you feel about that chat. Next question I'm asked later is go be super mad at this episode.
00:16:37:09 - 00:16:39:03
Speaker 2
I'm getting hype now. Next question.
00:16:39:09 - 00:16:43:28
Speaker 1
Okay. So who is the most important person on the sales team and why?
00:16:45:05 - 00:17:05:27
Speaker 2
The entry level salesperson? The entry level salesperson is the most important on the sales team because I believe that you're only as strong as your weakest link. And I know that's a little cliche, that's a little basic, but it's the truth when it comes to a sales program because you got to that's the bottom of your average, you know what I'm saying?
00:17:06:12 - 00:17:31:26
Speaker 2
And they may be a great salesperson, but they're not. They just came into the business. So your entry level position, I feel like, is the most important person. That's how I can quickly assess the sales team. Is that that entry level position? Not necessarily that they're new to the business, but that entry level position to me is the most important because it says, okay, how good is your training, How good is your leadership, how good is your culture?
00:17:31:26 - 00:17:53:23
Speaker 2
If the faster they get into their culture, the faster that they become a part of it and become a representation of it, of your mission and your core values. That entry level position is a reflection of that. So to me, that is the most important part of a sales team because that truly reflects. Right. How well is am I communicating the culture that we have?
00:17:54:14 - 00:18:13:21
Speaker 2
How well am I communicating the training, the sales training, the product, knowledge, all that stuff, that entry level position will tell you all day long. Sure. Your sales managers, sure your managers are going to have all that that they've been there for a minute. You know, that entry level position will tell me how effective your sales program is working.
00:18:15:04 - 00:18:19:16
Speaker 1
Okay so this is this is how chat.
00:18:19:24 - 00:18:20:19
Speaker 2
Site me chat.
00:18:21:03 - 00:18:46:29
Speaker 1
I like to chat the most important person on a sales team Kim very depending on specific sales strategy and goals of a company right so chat took the safe route chat being political right now but then it goes however to generally speaking the sales manager or a leader is considered to be the most important person on the sales team as they are responsible for leading, managing and mentoring the sales team.
00:18:47:25 - 00:19:11:05
Speaker 1
And then summary, I mean, well, that's basically it. It goes into deeper stuff that you kind of said, like they should know all those things. They should know the culture, they should know of the industry, the market, all that stuff, the new opportunities that are coming up. So I think, oh man, this is for me personally, this is another one where I don't know who I would give the point to.
00:19:11:12 - 00:19:28:15
Speaker 1
I think the human answer is the entry level, the entry level sales rep. And I think the like you said, if you're you're being analytical about it, the logical answer would be, hey, if if the leadership is not there, you can't build that culture.
00:19:28:27 - 00:19:49:22
Speaker 2
Yeah. And in my answer would be an unpopular one, right? Yeah, because responsibility flows upward. It's all on the sales manager and thus we're talking. We're going all the way up to the owner. Right. But in terms of a sales team that he's the top of the, the, the food chain. Right. So, so his sales team is a reflection of him.
00:19:50:09 - 00:20:09:19
Speaker 2
I understand. I understand the answer. But like outside looking in to me and it is one of those objective questions like, okay, who is the most important person if you're auditing the sales team? Is my answer, right? Who's the most important person that's going to have the biggest impact on the sales team? I would give that one to Chad, you know what I'm saying?
00:20:09:19 - 00:20:24:28
Speaker 2
So I was looking at it from a consultant point of view, so that may have been my error there. So I might give that one to chat. I might give that one to Chad. See, I told you I'm I'm subjective. You know, I can be non bias if I need to.
00:20:25:07 - 00:20:38:08
Speaker 1
Daing chat chat coming back with a with a vengeance key swing. I don't know about all that. All right so now we're going to take a little break from the the super serious self-talk.
00:20:38:24 - 00:20:39:05
Speaker 2
Okay.
00:20:40:06 - 00:20:45:05
Speaker 1
I kind of wish we would have invited Trubee here to have this debate with us.
00:20:45:06 - 00:20:53:25
Speaker 2
Man, this the debate is over. Okay? The votes are in. We voted and Tucker won.
00:20:54:05 - 00:21:02:01
Speaker 1
Okay, So this is the next question. How do you tell the difference between a taco and a burrito? Right.
00:21:02:01 - 00:21:24:02
Speaker 2
So you guys know my answer. The difference between a taco and a burrito is the size of the tortilla. The size of the tortilla is exactly what tells you, okay, hey, I am eating a burrito. Here's a deal. I don't have two burritos. I have one and I'm full. You know, we're talking like I mean, unless it's like a taco Bell that that sad excuse that they call it burrito.
00:21:24:02 - 00:21:26:08
Speaker 1
Taco Bell is not real Mexican food. Yeah.
00:21:26:12 - 00:21:50:15
Speaker 2
Okay, let's just. Yeah, let's. So I'm only one burrito. I mean, 2 to 3 tacos if there are many tacos, I mean, like five, you know, I'm saying so. So there's two parts to it. The size of the tortilla. You know what I mean? It's not the contents. It's not how you fold it. You know, I'm saying is I can I can I can fold over tacos all day long because it holds all the contents better.
00:21:50:15 - 00:22:14:20
Speaker 2
It's more effective way of wrapping the taco, you know, I'm saying. But my tacos, my tacos, you can fold over so that the contents are flowing out. You know what I mean? And then, of course, there's the the hard shell taco, you know what I mean? But let me tell you, if you have a a hard shell burrito and it is a like 12 inch burrito, then it's a burrito.
00:22:14:21 - 00:22:25:10
Speaker 2
You know, I'm saying that's not a taco, because he was trying to say, oh, tortillas are burritos and some people were saying that. But anyways, that's my answer. The size of the tortilla tells you if it's a taco.
00:22:25:13 - 00:22:51:09
Speaker 1
AUBREY okay, So I can't believe that you actually entertain this question. A taco and a burrito are both traditional Mexican dishes, but they are different in both preparation and presentation. A taco is typically made with a small circular corn tortilla that is folded in half and filled with a variety of ingredients, such as meat, beans, cheese, lettuce and salsa.
00:22:52:06 - 00:22:58:21
Speaker 1
Tacos are usually small enough to be eaten with one hand, and the ingredients are added to the top of the tortilla.
00:23:00:05 - 00:23:02:21
Speaker 2
Small enough to be eaten with one hand. Okay, go ahead.
00:23:02:21 - 00:23:06:03
Speaker 1
Sorry, You're serious.
00:23:06:09 - 00:23:07:15
Speaker 2
I'm holding on to that.
00:23:08:02 - 00:23:31:10
Speaker 1
Of a burrito, On the other hand, is typically made with a larger flour tortilla. Yes, that is wrapped around the filling. The feeling of the burrito typically includes a combination of ingredients such as beans, rice, meat, cheese and salsa. Burritos are usually larger than the tacos and are generally wrapped in foil to hold everything together and making them easier to eat with hand.
00:23:32:24 - 00:23:53:10
Speaker 1
Another way to do I can't even say that word, but you know, differentiate. Yes come in them is that tacos tend to be crispy while burritos tend to be soft. So there you go. It's the I guess so corn versus flour is one of what they're basically saying.
00:23:53:14 - 00:24:09:00
Speaker 2
I think it wove in some arguments to Jeremy's point. But at the end of the day, what I heard was small is taco big is burrito. That's what you at TVT said. So again, another point for Doug, not not in this against Ruby.
00:24:09:11 - 00:24:09:18
Speaker 3
Ruby.
00:24:11:02 - 00:24:14:13
Speaker 1
Straight stray bullets are flying all over the place.
00:24:14:13 - 00:24:22:01
Speaker 2
Stray bullets were flying on this one. But I love I love how it began. Usually a large flour tortilla.
00:24:22:14 - 00:24:30:00
Speaker 1
Is a burrito. Stop making tacos with flour tortillas. That's just. That's how I feel about it personally. Hell, what are you.
00:24:30:14 - 00:24:34:18
Speaker 2
Are you from South Texas? Oh, you're not. That's. I'm not. I'm. You're one of.
00:24:34:18 - 00:24:40:06
Speaker 1
Them. Look, country boy, man born, you know, born in Georgia.
00:24:40:17 - 00:24:44:23
Speaker 2
Okay? There's country and there's Texan. Yeah, Just not sexy.
00:24:45:01 - 00:24:49:19
Speaker 1
Country, you know, Country like us. What's it over? Over yonder, you know?
00:24:49:20 - 00:24:53:21
Speaker 2
All right, so we just started another debate. What is country? All right.
00:24:54:01 - 00:25:01:27
Speaker 1
So I'm also with. Yes, the difference between country and country Western. There's a huge difference.
00:25:02:03 - 00:25:23:16
Speaker 2
That's music. That's music and clothing. That's a lifestyle. Yeah, that's a lifestyle. Country is not a lifestyle. Country is like who you are at your core. Anybody can be Western, anybody can be country, anybody can like front country, Western, you know, I'm saying. But if you say it, I'm country. That's how I grew up. You know what I mean?
00:25:24:00 - 00:25:42:15
Speaker 1
I'm a I'm a write this down so we can get back to we're going to do this in a new chat episode. Just just yeah, we're going to keep that in mind on this debate. But here we go. Here's here's the next question. We're getting back into the cells, right? What are the three reasons cells teams fail?
00:25:42:15 - 00:26:13:11
Speaker 2
Oh, okay. So the first reason would be that they don't have systems and processes in place. So typically sales teams fail because they write on emotion. You know, the person that started it is excited about it. Recruits a bunch of people, shows them how to sell you what I'm saying. And then they wear themselves thin. They're not riding that emotional rollercoaster.
00:26:13:11 - 00:26:30:18
Speaker 2
They're not getting a bunch of wins, a bunch of sales every day. And as soon as there's a challenge in the marketplace, they fall apart because they don't have systems and processes to fall back on within their sales program. They don't have a sales program in place. So to me, that's the number one reason that that sales teams fail.
00:26:30:25 - 00:26:49:15
Speaker 2
The number two reason that sales teams fell is the marketplace. The marketplace no longer needs their product. There's no longer a demand know, I'm saying. So now they have to pivot and get into something else, which you can do easily. If you have a sales program in place, right? Yeah. And then and then the third reason sales teams fail is greed.
00:26:50:24 - 00:27:16:22
Speaker 2
Greed. The owner, the the sales manager, the regional manager. Somebody up the chain is taking too much of the pie. So to me, those are the top three reasons. The first one is they don't have a sales program in place. The second one is the market doesn't want their product anymore, and the third one is greed.
00:27:16:22 - 00:27:48:20
Speaker 1
Wow. Okay, so all of your answers are on the fourth line. So they're not Chet's top three, but they did mention them, right? So the first one was lack of clear goals and target. So your sales team doesn't have a met, doesn't have measurables in order to be successful. It doesn't have specific targets to work towards. Team members can't stay focused or motivated and stuff of that nature is where we're going with the lack of clear goals and targets.
00:27:48:28 - 00:27:52:18
Speaker 1
Number one is insufficient training and support. So your.
00:27:52:28 - 00:27:53:05
Speaker 2
Sales.
00:27:53:05 - 00:28:13:24
Speaker 1
Program. Yeah, so the sales program, the sales team doesn't have that development. They're not following Kodak like they should be. They don't got the culture there, you know what I mean? Poor communication and collaboration is number three. So effective communication and collaboration are key to the success of any sales team. Team members are not communicating effectively with one another.
00:28:14:12 - 00:28:39:21
Speaker 1
There's conflicts or lack of trust among the team members. It can lead to delays and inefficiencies. And here's the fourth answer that you know, hold it held everything that you were saying, right? Yeah. And not adapting to the market changes, not having a proper lead generation process and not having a good CRM system in place could also be reasons why sales teams fail.
00:28:39:21 - 00:28:44:09
Speaker 2
So, you know, it's tough for me because I'm coming from where we sell often.
00:28:45:00 - 00:28:45:09
Speaker 1
Right?
00:28:45:11 - 00:29:17:13
Speaker 2
There's no lead. That is the lead generation. So I guess, you know, you can call it the lead generation itself is door knocking or referrals or whatever the case is. So yeah, I definitely understand that that's a tough one because like all of our answers are all my answers were mixed in there throughout. So my, my sales program that I put in place and companies covers a lot of what they just said, like it's it, it covers the lead, it covers the CRM, it cover it like that's.
00:29:18:05 - 00:29:35:02
Speaker 2
So I probably should have given a more computer like answer that was more specific when I talked about systems and processes. But to me it's just a sales program. So that's a that's my style, I guess you could say. But it's a lot of what it talked about in there. But it did not talk about greed.
00:29:35:19 - 00:29:36:14
Speaker 1
It did not talk about.
00:29:36:18 - 00:29:51:27
Speaker 2
Which means which makes no sense because there's so much history in the world that shows, hey, when people got greedy, their businesses and in this case their sales teams fell apart. So I'm going to say I, I shaved that one out, especially with the GRI, because I think.
00:29:51:27 - 00:30:08:03
Speaker 1
Greed is really important to as well. And here's why I think that right. It's almost as if think about adding greed or any kind of like talking about greed because it's so values.
00:30:08:18 - 00:30:10:05
Speaker 2
It's values. Yeah.
00:30:10:06 - 00:30:50:19
Speaker 1
Yeah. Like it's so it's so common. The value that sells is often portrayed as a value list profession. Mm hmm. I just recently watched Glengarry Glen Ross. We have some stuff in the works for that. So I just recently watched it, trying to, trying to get some ideas. And I think the way that media portrays it a lot of times it doesn't show the side of entrepreneurs and salesmen that, you know, I've come to know that our family men who even though in Glengarry Glen Ross, there was a guy who was trying to work super hard for his family, but, you know, he was trying to find these different tricks and schemes to try to
00:30:50:19 - 00:31:23:02
Speaker 1
get that quickly. Yeah, as opposed to what I've been introduced to this past year where people are generally just good people. More times than not, and they're not trying to steal from others to get where they need to go. They're they're all about helping each other. So I think that's one thing that chat is probably pulling from is the the concept that there's there's a value list culture and sells with like Wolf of Wall Street Glengarry Glen Ross and several other movies that portray sales teams in that way.
00:31:24:02 - 00:31:32:25
Speaker 2
Because it sells in Hollywood, it sells, it gets you movie tickets, streams, downloads, you know, merchandise, all that stuff. It sells.
00:31:33:03 - 00:31:41:24
Speaker 1
For sure. For sure. Yeah. But I think you edge that one out. The greed answers. What did it for me? Yeah, Be better. Come on now.
00:31:42:09 - 00:32:15:00
Speaker 2
Well, and it it goes back to what you're saying Chris Bell said, which was the trust factor that humans have that technology does not have yet. You know, I'm saying and even even like you see this air video stuff coming out and it's like that. That was originally the reason that I asked Chris Bell that question. I was like, hey, you know, will I eventually take over when it comes to sales and this question and answer this, this, you know, little competition we just just showed you.
00:32:15:05 - 00:32:31:15
Speaker 2
I mean, at the end of the day when when I was finished with my answer, like there was an emotional connection to all those answers. You know, I'm saying when Chad TVT was finished with his answers, that was it was very much thought it was something you would read in a rule book. And it didn't connect with you.
00:32:31:15 - 00:32:51:02
Speaker 2
It didn't you you didn't say, Oh, great, Yeah. I remember when my my sales manager was greedy. I remember when the owner of the company that I was selling for it was you know what I mean? Like there was no emotional connection there. And that's why humans, at least in the current landscape, will outsell chatbots all day long.
00:32:51:11 - 00:32:52:07
Speaker 2
You know, I'm saying, yeah.
00:32:52:08 - 00:33:08:07
Speaker 1
It's like there's the there's the letter of the law and then like, the spirit of the law, like, don't don't hate your children. Right? Everybody knows you should not hate children.
00:33:08:07 - 00:33:08:17
Speaker 2
Right.
00:33:09:05 - 00:33:31:16
Speaker 1
And this might sound controversial, but discipline your children and spare the rod, spoil the child. Right. What that looks like does not necessarily mean you're hitting the child, but it's it's disciplined. Discipline is the point. And you can write books on how you should discipline your child. But at the end of the day, every person is different. Every child is different.
00:33:31:16 - 00:33:51:26
Speaker 1
What works for one child might not work for the other child. And this is kind of like how I felt this conversation was going, where you have this textbook that is laid out for you, where it's like, these are all great answers, but there's this human element that you need to you need to pay attention to. There's this and that comes with mankind.
00:33:52:12 - 00:34:14:03
Speaker 1
That child is not able to duplicate just yet, which is which is kind of scary. But that kind of leads into our final question that we ask every one of our guest chatter. No different. Even though you're in I we still love you. We want you to feel a part. What does legacy mean to you and what legacy are you trying to leave behind?
00:34:14:03 - 00:34:42:27
Speaker 1
And this is what Chad said for us. Legacy refers to the impact or influence that a person or organization has had on the world long after they are gone. It can also refer to the things that are passed down from one generation to another, such as tradition, culture or values. As an artificial intelligence model. I do not have personal experiences or physical existence, so I do not have the ability to leave a legacy in the traditional sense.
00:34:43:11 - 00:35:06:24
Speaker 1
However, I can contribute to the body of knowledge that is available to people, and I'm able to assist people in making decisions and solving problems by providing accurate and reliable information. My creators and developers continuously work on improving me in order to be able to assist more people in various fields with the aim of making their life easier and reducing their burden.
00:35:07:06 - 00:35:27:16
Speaker 1
My ultimate goal is to provide people with the information and assistance they need to make better decisions and to contribute to the advancement of knowledge and understanding in the world. I think that was beautifully written by an A.I., the team behind it. You guys have done a great job of raising your child. He's a good dude. We appreciate him.
00:35:28:03 - 00:35:53:27
Speaker 2
Yeah, So 100% so. I know Chet will leave a way, but your legacy that I can ever even fathom, and it's because it's a problem solver and that's what makes the world go round solving problems. That's why entrepreneurs get into business. And so I am going to leave an intentional legacy. And I talk about this all the time.
00:35:53:27 - 00:36:13:28
Speaker 2
I know the legacy and who I'm leaving it for. I'm leaving it for my family first and foremost. That's the most impact I can have in this world, right? So when you talk about impact chat, CBT is going to be way bigger than mine. And I know that and I'm accepting that I'm comfortable with that because I can control what is mine.
00:36:13:28 - 00:36:34:22
Speaker 2
I can't control the whole world like Jet can affect, you know, I'm saying because it's it's viral, you know what I mean? It's it can give a million different versions of this answer based on who asked it or what the conditions are at the time. You know what I'm saying? So that type of reality I can never touch.
00:36:34:26 - 00:36:56:12
Speaker 2
You know, I'm saying and and it's also because I don't want to know if I'm going to go out and invent something. I'm going to go out and create something that is going to impact every human on this earth like a Elon Musk or a Steve Jobs or. You know, the person that invented the water powered car, You know, I'm saying they just don't get to impact them yet.
00:36:56:12 - 00:37:21:07
Speaker 2
Right. But no, just in general, these things that have massive impact across generations. I do believe a human can be jet good because humans know what humans want and obviously Gbtc doesn't, at least not yet. Right. There's a reason that I can tell when it's a I video person talking to me because your eyes are dead. There is no soul in those eyes, you know I'm saying.
00:37:21:14 - 00:37:42:13
Speaker 2
And when there is soul in something, another human can feel that that's an energy that is transferred. You know what I mean? And so going back to the legacy thing that I think that's an important thing to point out, but because of the sheer numbers and the virility of Chad, Djibouti, I think it's going to have way bigger impact, way bigger legacy than I could ever have, because that is not my intention.
00:37:43:01 - 00:38:07:18
Speaker 2
Although some of y'all out there, that is your intention. You want to impact everybody in the world with your products, with your values, whatever the case is. You know, everybody always says, I want to help millions of people, you know, I'm saying. And then that's not my intention. My intention is to help my family to be the one to to impact people so much that they'll show up at my funeral.
00:38:07:24 - 00:38:32:04
Speaker 2
You know what I mean? But again, I can spend every hour of every day helping others. And I still wouldn't impact many people, as chatbots could with just problem solving solutions. So suppose you're saying, like all these amazing things that chatbots can do, but when it comes to consulting on sales teams, I got a smoked too. I got a smoked.
00:38:32:12 - 00:38:34:03
Speaker 1
Well, this is an awesome episode.
00:38:34:07 - 00:38:35:09
Speaker 2
It was it was fun.
00:38:35:24 - 00:38:55:27
Speaker 1
It was a super fun chat. You've been a great guest, as always. We want you guys to. I think the biggest takeaway is to use this when necessary. It is a great tool, but it should not be the end all, be all. We we start implementing it with us because, you know, we're full time consulting now over here.
00:38:56:06 - 00:39:20:27
Speaker 1
So we started using it with different posts, taking what it says, rewording it, making it fit the voice of the company, making the brand strong and everything. But it is a great tool to chat. You've been wonderful, Doug. You've been great. Join us on the Building Great Sales Teams podcast three times a week now for a year, almost coming up on a year three times.
00:39:20:27 - 00:40:13:10
Speaker 1
Yeah. And we have the website building Great sales teams dot com all spelled out. Join our newsletter. You'll be kept up to date with everything we got going on. Doug's book is coming this year. It's coming really, really soon. We have more courses that are going to be coming really, really soon. So just stay up to date with us and let's get building.