5 Effective Sales Objectives and Key Results

On Episode 147 of The No Limits Selling Podcast, we have Alex Bartholomaus, President and CEO at People Stretch Solutions. Alex started People Stretch Solutions, a DC-based management consulting firm, in 2009 to help CEOs scale their organizations. Alex is a published author and professional speaker on the topics of OKR, Sales Effectiveness, Elite Business Performance, and Emotional Intelligence.

Alex began his career at Billington Imports, a family business in which he grew from $1MM to $37MM in revenue over 15 years before a successful exit in 2009. Billington was a category leader in South American wines and during his tenure Alex started the Big Tattoo Wines project, donating over $ 1 million to hospice and breast cancer research charities.

Contact Alex:

• Website
• LinkedIn
• People Stretch LinkedIn
• People Stretch Facebook
• Twitter

[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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Summary

Introduction

The podcast features Alex Bartholomaus, President and CEO at People Stretch Solutions, and Umar Hameed, the host. The conversation begins with a discussion on the challenges of sales, particularly in the context of the pandemic. They delve into the mindset of salespeople and their relationship with money and selling.

Sales and Mindset

Alex and Umar discuss the importance of mindset in sales. They touch upon the societal beliefs around money and selling, and how these can negatively impact a salesperson's performance. The conversation then shifts to the added challenges brought about by the pandemic.

Objectives and Key Results (OKRs)

A significant part of the podcast is dedicated to discussing Objectives and Key Results (OKRs), a goal-setting framework. Alex explains that only about 6% of salespeople have written goals and a plan to achieve them, while another 20% have goals written down but lack a plan. The OKR framework encourages setting objectives every quarter, defining what needs to be accomplished and why it's important. The 'why' aspect is crucial as it taps into intrinsic motivation, which can be more effective than financial incentives. The Key Results are measurable outcomes that salespeople strive to achieve.

The Role of Empathy in Sales

Alex emphasizes the importance of empathy in sales, not just at the sales level, but also at the sales management and leadership levels. He believes that understanding and meeting people where they are in their journey can significantly improve the sales process. He also discusses the importance of remembering that everyone is on the same team and working towards the same goals.

Mind Hack for Productivity

Toward the end of the podcast, Alex shares a mind hack that he uses to be more productive and achieve better results. He dedicates 10 minutes each day to focused breathing, which he finds helps him start each day from a place of calm. This practice has been particularly beneficial during the disruptions caused by the pandemic.

Conclusion

In conclusion, the podcast featuring Alex Bartholomaus, President and CEO at People Stretch Solutions, provides valuable insights into the world of sales and leadership. The discussion emphasizes the importance of mindset in sales, the societal beliefs around money and selling, and the added challenges brought about by the pandemic. A significant part of the conversation is dedicated to the Objectives and Key Results (OKRs) framework, which encourages setting measurable goals and understanding the 'why' behind them to tap into intrinsic motivation.

Alex also highlights the role of empathy in sales and shares a personal productivity hack of dedicating 10 minutes each day to focused breathing. The podcast serves as a comprehensive guide for salespeople, offering strategies and advice to navigate the challenges of the sales industry and achieve better results.