Tambet Tallo

About

My background has been in sales and sales management since 2010, when I went door-to-door selling books with Southwestern Advantage. I went to the US for 8 summers, working 6 days a week, 13 hours a day. During my career, I have regularly been among the top 10 of the company's 2,500 salespeople with my sales results, and in 2016 I was the company's best salesperson. In addition to my sales career, I have extensive experience in recruiting and training sales teams. I have personally conducted the recruitment process of over 300 candidates, including both in Estonia and Poland. I have worked as a Southwestern Consulting coach for 6 years, during this time I have trained more than 100 company managers and sales people 1-1. I have conducted over 3000 1-1 coaching sessions and helped clients grow from 15% to 550%. There are clients who have grown from 0 to 300,000 euros in a year, there are clients who have grown from 1.2 million to 2.9 million in a year. The training is based on the principle where 50% of the time I coach salespeople and sales managers and 50% of the time I do sales myself. I believe in the principle of leading by example. In coaching, I help with skills, motivation and building systems. Examples of challenges I can help with: Sales challenges: • Time management challenges- prioritizing activities, making a plan, sticking to the plan, too many fires, too many responsibilities • Can't sell added value, prices are lowered in case of objections • Not enough attachments or recommendations • No time or skills to set up meetings with new potential clients • Can't map the needs, can't understand the decision-making process, the sales cycle drags on and on • Does not know how to deal with objections and ask for a deal • Low motivation of the sales team About management challenges: • Time management challenges: putting out fires, no strategy, no balance, incomplete calendar, hard to say no. • Delegation: in order to get something done, you have to do it yourself. Can't do everything anymore • Challenges in team management. Agreements are not kept, many projects are delayed, excuses are constantly being made • Team motivation challenges. All people are different, what motivates some people does not motivate others. There is a lack of clarity and a plan on how to motivate different people. • Difficult to find good candidates and bring them to your team. Poor CVs come from the portals, good people already work somewhere and cannot recruit them without buying them over. In addition to the salary, it is difficult to find other compelling arguments. • Onboarding new employees. In the job interview, it seemed that everything was fine, as soon as the probationary period fell, no more effort was made. • Employees don't stay, I do crazy work to recruit, train, train and then they go to work for a competitor • Comfort zone. I am doing well and have been for years, but the freshness and motivation is gone. In fact, you don't really need to make an effort.