“The Velocity of Your Sales Depends on the Velocity of Your Knowledge,”Insights from Rich Cocuzzo, The CEO of Sales Velocity Advisors, on the Critical Mass Radio Show

July 28th, 2019 by Richard (Ric) Franzi, MBA

Whether you are a small or midsized company Sales Velocity Advisors can help drive the sales function of your business. Rich Cocuzzo and his tram help business owners and executives unlock their full potential by focusing on the three P’s. Rich Cocuzzo joins us on the Critical Mass Radio Show and Podcast to tell us more about this and how following his format can help boost your sales!

1. The progress that has been achieved needs to continue after the coacher has left. Many times the CEO or someone who does not have a background in sales reaches out for help with this particular area. The fact of the matter is that when the training has been given and the coacher leaves, everything learned during the training sessions needs to continue in order to see results. This includes discipline, practice, and reinforcement of the training methods.

2. Manage expectations and connect with a “common language” when you come in to help a single department. Right from the get-go it is your job to make it known that you are just there to help and not to replace the current leader overseeing that department. By doing this it allows for a relationship to be built and a sense of trust to be gained, which in turn allows for a greater chance of retention when it comes to the methods and coaching you put in place to help drive up sales or boost any other part of a business.

3. Identify the roadmap for building a high performance sale team and be ready to change. The pain of not changing has to be greater than the pain of changing. The basics get you to where you want to be. So identify the issues and then come up with ways to solve them. One thing to keep in mind is that every company’s roadmap is different so by really focusing on the key issues that are preventing your sales team from progressing and identifying possible solutions is the very first step in building a high performance sales team. Always keep the question,” so what can I do about it?” in mind and this will guarantee a boost in your sales teams performance.


Listen to our full interview with Rich Cocuzzo on the Critical Mass Radio Show here:



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