E196 - Apply People-Based Data-Driven Learnings to Help Sellers Sell More, featuring Courtney McCashland

In this episode of Tech Sales Insights, Randy Seidl is joined by Dr. Courtney McCashland, Chief Officer of Science and Strategy at AuctusIQ, to discuss data-driven strategies for improving sales performance. The conversation delves into the significance of understanding key attributes in top sales performers, the benefits of using talent assessments, and how AuctusIQ provides actionable insights to align talent with commercial success. Dr. McCashland shares her extensive background in positive business psychology and how it helps identify what drives success in individuals. Additionally, the episode touches on the unique challenges and opportunities for women in sales, as revealed by recent research.

KEY TAKEAWAYS

• Positive Psychology in Sales: The importance of leveraging natural talents and behaviors for success in sales is emphasized, advocating for positive psychology approaches over trying to change inherent traits.
• Effective Talent Assessment: AuctusIQ's approach to sales performance assessment focuses on identifying behaviors and competencies directly linked to successful sales outcomes, helping organizations align talent strategies with commercial goals.
• Transformation Through Training: The necessity for tailored, individualized training plans is highlighted to effectively develop sales reps and managers, thereby improving performance and revenue growth.
• Gender in Sales: Research shows that women in sales often outperform their male counterparts, though they remain underrepresented. Organizations are encouraged to recruit more women and leverage their unique strengths.
• Sustained Development: Continuous measurement and re-measurement, combined with coaching and training, significantly enhance proficiency in sales competencies, directly impacting revenue.

QUOTES

• "What we're doing is we're really getting underneath those natural patterns of behavior, those talents that explain why some people succeed."
• "Everything we measure is anchored in what explains success."
• "You see that mental edge differentiates professionals even more than at a collegiate level."
• "Positive psychology is aligning your natural gifts that help you be great at certain things into doing those things so you can reach excellence."
• "The biggest thing is you've got to make sure you're measuring what matters."

Find out more about Courtney McCashland through the link/s below:
https://www.linkedin.com/in/courtney-mccashland/

This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.