What separates a salesperson who is naturally good with people from one who can consistently repeat, measure and improve their results?
Rob Yoho, Partner and COO at MP Solutions, recently joined the Business of Advice podcast for a conversation about the sales behaviors, systems and coaching strategies that have shaped his approach throughout his career.
Drawing on 25 years of experience helping grow people and organizations, including 18 years with Sandler, Rob discusses why successful selling is less about having the perfect pitch and more about creating a process that helps both the salesperson and the buyer navigate the conversation.
During the conversation, Rob shares practical perspectives on Upfront Contracts, asking better questions, reducing pressure in the sales process and understanding when a prospect may not be the right fit. He also gets into the leadership side of sales, including how to coach without rescuing, why roleplay matters, what sales KPIs can tell you, and how leaders can build a process that is consistent without forcing every salesperson to sound the same.
One of Rob’s central points is simple: being good with people can make you a successful salesperson, but having a process helps you understand why you’re successful and gives you something you can repeat, improve and eventually teach to others.
Listen to the full conversation below for Rob’s take on building a more intentional approach to selling and leading a sales team.