Rachel Cavallo

If there’s anyone who understands how sales people tick, it’s Rachel Cavallo. Rachel specializes in strategies that drive sales forces to adopt real change… the kind of change that produces results. She has managed many sales force transformations, helping sales leaders realign organizations and define new selling models, as well as designed and delivered sales training, coaching, and change management programs. At Symmetrics Group, Rachel is loved for her creativity and big picture thinking – she has a knack for crystallizing complex concepts into a single picture with high impact messages.

Recent Posts

When the Specialist Has to Sell

By Rachel Cavallo

You know that guy… You really can’t deliver what you sell without him. He’s the expert. He keeps the lights on. When your clients buy from you, they are really buying him… and sometimes you need to introduce him before you can close the deal. Unfortunately, he spends his time worrying about that thing that makes him so special, so he’s not really focused on what it takes to sell a deal…. nor does he typically think about how he says what he says – he just gets the job done.

In a few days, however, you are taking him out of his comfort zone, on a plane, and through the lobby doors of the client who could represent your biggest sale of the year. If this meeting is going to be successful, how you and your specialist prep over the next few days is crucial.

How can you ensure you leverage the expertise of specialists while aligning them with your sales objectives and plan?

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When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

By Rachel Cavallo

It seems that I work with basically two types of clients: those who know they want their teams to spend more time with customers and those whose reps want to find more time to spend with customers. Of course, in the era of cost efficiency and growing demands on everyone’s time, where is there possibly any additional time to plan for and more successfully execute calls with customers?

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Becoming Quotable: Win Themes

By Rachel Cavallo

Today, I read an article whose headline suggested it would tell me why some movie lines are more quotable than others. I thought I could learn something useful that might apply to my world. I could uncover the formula that would transform sales presentations from dull and boring to memorable and quotable… the possibilities! Unfortunately, the author’s conclusion was that no one really knows why some lines are more quotable than others. Wow – that was anticlimactic. So, I started Googling…

Topics: sales process
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Lessons in Leadership from a Local Legend

By Rachel Cavallo

Last month Tennessee lost the winningest high school football coach in state history. For 5 decades, he built programs at 4 different high schools in the Memphis area, and his passing rocked the community – I should know… I grew up there, I cheered on the sidelines for his teams, and like most of us in the South, I lived for those winning Friday Night Lights.

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Hunters and Farmers – Putting Food On the Table Couldn’t Look More Different

By Rachel Cavallo

Recently, I’ve had the opportunity to work with two very distinct types of salesforces. One group is focused solely on pulling more business out of their accounts, and the other group is focused solely on going after new accounts. While working with these groups simultaneously, the distinction between the “hunter” and the “farmer” has become very real, and it’s given me pause to consider the unique qualities required to develop net new accounts and cultivate existing ones.

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Want your customers to listen? Tell stories and show pictures.

By Rachel Cavallo

Aesop’s Fables are believed to date as far back as 5th or 6th century BC.  The oldest fairy tales were believed to have been told and retold for generations before they were ever written down.  Meanwhile, my clients struggle daily with trying to get their customers to remember their sales pitch 10 minutes after they pull out of the parking lot.

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Are You Ready? SEAL Ready?

By Rachel Cavallo

 Last week I finished No Easy Day, the controversial book written by one of the Navy SEALs involved in the bin Laden raid. It was a quick read, and for a few days I was engrossed in the life of a Navy SEAL… reading voraciously about how SEALs become SEALs, how they train, and how they prepare for missions.

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Emailing the Sales Force or...Navigating the Perfect Storm

By Rachel Cavallo

Whenever I work on initiatives with a sales team, I hear … “They never read their emails”…  “Getting them to follow instructions is like pulling teeth”.   Sound familiar?  Salespeople are busy. Many don’t sit in front of email all day.  This is generally how you want your salespeople behaving… in front of customers driving business.  That said it’s the perfect storm for communications.

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Teaching and Instruction vs. Coaching and Feedback

By Rachel Cavallo

We talk a lot about sales coaching, but what we often observe is that managers focus on teaching the individuals who are either new and learning or need remedial help because they are struggling.  Other instruction comes in the form of mass communication to the team via email or team meetings.  When the team applies this instruction differently, it often leaves the manager asking “Why aren’t they all doing it the way I asked?  They all heard the same message, didn’t they?”

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Don’t forget to tell them how…Sales Management

By Rachel Cavallo

 As I walked through my daughter’s playroom the other day, I looked at her dilapidated toy kitchen set and laughed as I thought about the fateful Christmas Eve night it came to life. I had purchased what I thought would be the coolest kitchen set ever.

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