Podcast Summary: "Finding Success with a Sales Mentor" – Outside Sales Talk with Tim J.M. Rohrer

Host: Steve Benson
Guest: Tim J.M. Rohrer, Sales Director and Author
Date: September 4, 2024

Overview

This episode of Outside Sales Talk, hosted by Steve Benson, focuses on the powerful impact of mentorship in outside sales, featuring insights from award-winning sales director and author, Tim J.M. Rohrer. The discussion delves into the importance of having (and being) a mentor, characteristics of effective mentorship, actionable sales tactics, and resonant stories from Tim’s own career. It addresses how mentors guide mentees, the importance of accountability, emotional connection in sales, and practical advice on fostering lasting mentor-mentee relationships.

Key Discussion Points & Insights

1. The Role and Value of a Mentor in Sales

• Main Point: Even experienced professionals need guidance, similar to how top athletes still have coaches.
  • "A mentor can help a salesperson by just guiding them down the right path and...nudging them back towards the things that they know are going to work better for that person." – Tim Rohrer [01:47]
• Mentor Traits: Look for mentors with direct experience, wisdom in your field, fundamental empathy, and active listening skills. Selfless support is key.
  • "The number one trait of a strong mentor is their ability to listen carefully to what it is that's going on with you." – Tim Rohrer [02:41]
  • "You recognize [empathy] when you see it, a person who believes that your goals and your aspirations supersede their own." – Tim Rohrer [03:28]

2. How to Find and Choose a Good Mentor

• Seek Experience & Listening Ability:
  • “We're looking for givers...for that coach who in the post game press conference says, 'I want to call out how great my players were today.'” – Tim Rohrer [04:13]
• Empathy Test: Avoid people who make the relationship about themselves; the right mentor’s priority is your success, not their ego.

3. Personal Stories: Lessons from Tim’s Mentor

a. “Write Your Own Kayak” Lesson

• Story Timestamp: [08:48 – 13:17]
• Summary: Tim’s mentor, Dick, used the metaphor of Olympic kayakers flipping themselves upright amid rapids to convey the importance of self-sufficiency.
  • "You're going to run into rough water, you are going to flip your kayak upside down, and...nobody will be there to help you, including me. And you have to learn how to write your own kayak and get back on course." – Dick Harlow (relayed by Tim) [11:44]
• Takeaway: Salespeople must develop resilience and resourcefulness; mentors spend less time as you grow, expecting you to handle more on your own.

b. “Time Kills Deals” Lesson

• Story Timestamp: [13:23 – 21:27]
• Example: Losing a deal after waiting too long for a follow-up due to an unforeseen event (a broken hot water heater), Tim learned the necessity of prompt action.
  • "Timmy, time kills deals. You should have closed that thing up on Tuesday when he said he was ready to buy." – Dick Harlow [20:53]
• Practical Solution: Prepare deal templates for quicker closes, especially for common deal sizes, to avoid unnecessary delays.

4. How a Mentor Helps Set and Achieve Goals

• Role Clarified: The mentee sets their own goals; mentors facilitate self-discovery and hold mentees accountable.
  • "A good mentor will be asking you questions like, 'Hey, what is it you're trying to do? What is it you're trying to achieve?'" – Tim Rohrer [00:00 & 25:06]
• Accountability Methods: Mentors ask whether actions match stated goals and plans.
  • "They ask you. 'I noticed that your behavior doesn't match the goal... Did your goal change?' And that's... a punch in the gut." – Tim Rohrer [26:19]

5. Coaching & Mentoring as a Sales Manager

• Hiring for Mentorship: Use behavioral tests (like DiSC) to identify strong coaching skills. Hire managers with the long-term growth of team members in mind, not just immediate results.
• Effective Mentors: Look for those who "see the long game," helping mentees become successful in all aspects of life.
  • "The ones who are terrific mentors, they see it as a long game...You want somebody to be successful at life, and work is just a part of that." – Tim Rohrer [07:52]

6. Emotional Instigators in Sales

• Buyers Act on Emotion: People justify purchases logically but decide emotionally.
  • "People do buy for emotional reasons and then they try to justify it logically." – Tim Rohrer [21:45]
• Sales Tactic: Paint vivid, optimistic futures for prospects to ignite emotional investment.
  • Examples: “How would it feel if your restaurant was full every Friday and Saturday?” or “How great would it feel if you were to get out of a bunker in one shot every single time?” [22:22]

7. Structure and Longevity of Mentorships

• Cadence: Start with frequent meetings (weekly), lessening over time as the mentee gains independence.
  • "Frequent in the beginning, less frequent over time… I say forever." – Tim Rohrer [29:07]
• Relationship Duration: Deep, long-term relationships are rare but valuable; time-bound mentorships (6–12 months) can also be highly effective.

8. From Mentee to Mentor

• Mentoring Lessons Learned: True mentorship is about facilitating discovery, not giving directives.
  • "A mentor relationship is trying to get people to discover what they should be doing…not what people need from a mentor." – Tim Rohrer [32:52]
• Scalability vs. Depth: Teaching broadly through courses/lectures is valuable, but deep, personal mentorship provides unique, lifelong impact.

9. Actionable Advice and Quick Tips (Sales in 60 Seconds)

• Projects Fail, People Learn: Don’t fear failure; every stumble is a learning opportunity.
  • "Projects fail and people learn... If you're not taking big swings, then you have no chance of hitting a home run." – Dick Harlow (shared by Tim) [37:38]
• Keep Moving: When things go well, keep working; when you’re struggling, take a break and reset.
  • "If you're having a bad day, just stop...Go do something you enjoy and free your mind from work..." – Tim Rohrer [38:45]

Notable Quotes & Memorable Moments

• On Empathy in Mentorship:
  "You recognize [empathy] when you see it, a person who believes that your goals and your aspirations supersede their own." – Tim Rohrer [03:28]
• On Independence:
  "You have to learn how to write your own kayak and get back on course." – Dick Harlow, via Tim Rohrer [11:44]
• On Sales Urgency:
  "Timmy, time kills deals. You should have closed that thing up..." – Dick Harlow [20:53]
• On Emotional Instigators:
  "What we want to do is...paint a picture of an optimistic future so people can feel it, right? They can buy into it." – Tim Rohrer [21:54]
• On Mentor’s Role:
  "Mentors don't set goals. They hold you accountable to the goals." – Tim Rohrer [25:06]
• On Growth Mindset:
  "Projects fail and people learn. If you're not taking big swings, then you have no chance of hitting a home run." – Dick Harlow (via Tim Rohrer) [37:38]

Timestamps for Important Segments

• Definition and Role of a Mentor: [01:47–04:10]
• How to Find and Test for Empathy: [02:41–04:13]
• Personal Story: Write Your Own Kayak: [08:48–13:17]
• Time Kills Deals: [13:23–21:27]
• Emotional Instigators in Sales: [21:45–24:48]
• Setting and Keeping Accountable for Goals: [25:06–28:27]
• Mentorship Cadence & Relationship Duration: [29:07–32:40]
• On Being a Mentor: [32:52–34:58]
• Sales in 60 Seconds: Quick Advice: [37:38–38:45]

Takeaways For Listeners

• Mentorship is crucial for both personal and professional growth, especially at the start of a sales career.
• Choose mentors with field-relevant experience, proven empathy, and selfless listening.
• Great mentors help you discover the answers for yourself rather than dictating next steps.
• Accountability, resilience, and emotional connection are central to sales success.
• Aim for deep, lasting relationships—but even short-term, structured mentorship brings value.

Connect with Tim J.M. Rohrer:

• LinkedIn – Tim J.M. Rohrer
• Website: TimJMRohrer.com
• Book: Sales Lessons of the World's Greatest Mentor (available on Amazon)

Outside Sales Talk:
Subscribe for more actionable advice from sales leaders!