Following her keynote presentation at EDPA Engage 2021 Reboot, Jane Gentry joins The Don and Mike Show to discuss the evolution of staffing challenges over time and how to approach rebuilding your team post-pandemic.

“Employees have had time now to experience a different kind of life, reimagine what their lifestyle looks like, reinvent the way that they work and they’ve decided that they are going to put parameters around what’s acceptable and not acceptable to them in terms of their job.” – Jane Gentry

Jane Gentry and Elizabeth Frederick discuss a manager’s role in coaching sales people on Let’s Talk Sales. Learn tips on how and when coaching makes the most difference from a sales and leadership expert.

“What you want to coach as a manager are the leading indicators of success. What are the behaviors your salespeople should be exhibiting? How many calls should they be making? What are the kinds of conversations should they be having on those calls? Are they asking the right questions? Are they selling value? These are things you can coach to.” – Jane Gentry

Jane Gentry is a top voice in sales and leadership. She joined the Sales Game Changers podcast to discuss the importance of developing strong sales leaders, and how to maintain a relationship-focused sales approach.

“[Sales] is a career where you really can be the captain of your own ship, you can see there’s a very visible line to your contribution to an organization when you’re in sales. You can see it in ways that other people in parts of the organization have a harder time seeing the contribution that they make.” – Jane Gentry

In celebration of International Women’s Day, Scott Ingram features Jane Gentry on the Daily Sales Tip podcast. From book recommendations to networking tips, Jane shares tips for women in sales to change their mindset and improve their skills.

“In eight seconds, a person decides if you are smart, competent, trustworthy and whether it’s worth it to continue having a conversation with you. So I say, put your best foot forward and be intentional and strategic about your executive presence.” – Jane Gentry

Jane Gentry and Eric Holtzclaw discuss the common challenges while hiring salespeople and how to make the right investments when building your sales organization. Learn how to identify leading indicators, measure the sales activities and behaviors that achieve success, and understand buyer behavior.

“Many sales managers, in all sizes of companies, measure the wrong thing and they see their role the wrong way.” – Jane Gentry

With over 30 years of experience as a business consultant, Jane Gentry discusses common mistakes made in the hiring process for sales people, and how to establish better hiring processes.

“You don’t have to be an outgoing person to be a great sales person. Personality is not what we should be testing for when we’re looking for sales people. We need to be testing for sales competencies.” – Jane Gentry

Andy Paul and Jane Gentry discuss skill gaps with the new generations entering the workforce. Are new generations not learning relational intelligence? A high reliance on technology causes gaps in social skills, and these skill gaps are solvable.

“Leaders need to assume a positive intent [when working with the Millennial and younger age groups]. From my experience, when [Millennials] do something differently (use technology differently or work different hours), the knee-jerk reaction of leaders is to say they are lazy, or they are this, or that. The first thing we have to do as leaders is get out of our own way and realize our biases about those generations. Once we do that, and that’s not a simple task,  is to realize that we have to lead differently. We’re talking about culture changing, and changing cultures has to start with leaders. ” – Jane Gentry

Jane Gentry leverages lessons learned over her 30-year career to develop a simple formula for improving the learning and development process and ultimately enable growth for sales organizations.

“Do you know where in the sales process your tools and templates should be leveraged? If you don’t know, then it’s likely that your sales people don’t know. I love to see clients who can put the buyer journey, the sales process, the tools [and templates] aligned under each section of the sales process, and then the capabilities and the skills that their sellers need to have also aligned with each part of the sales process. If you can create that, that’s what you need to create an effective selling organization. ” – Jane Gentry

Business Consultant and Sales Expert Jane Gentry discusses the challenges with a millennial workforce in sales and how that changes your approach to sales leadership. Jane speaks about authenticity, purpose, and the critical importance of social intelligence and relationship building.

“Millennials are amazing and they are adding so much value to the workplace but you have to be aware of their gaps as well and the great news about that, which is that they are coachable. All these things are coachable.” – Jane Gentry