Алёна Ковалёва. Культурный код русского продавца, или Как правильно мотивировать команду.

In this episode of the Oknotika podcast, we team up with Alena Kovaleva, a business coach and head of retail sales at a Portuguese window company, to explore whether a salesperson can earn more than a CEO. Does a company need a CEO, and is it possible to sell air? -------------------------------------------------------------------------------------------------------------------------------------------------- Follow us on social media: Telegram: @oknotika Youtube: @oknotika VKVideo: @oknotika Our website: https://oknotika.ru/ ------------------------------------------------------------------------------------------------------------------------------------------------------------------ Partner links: Telegram: @vasha_kovaleva -------------------------------------------------------------------------------------------------------------------------------------------------- Time codes: 00:00 - In this video: 00:45 - Introduction; 01:50 - How did this employment happen, and how did it turn out that the employees were Russian-speaking? 03:29 - Is it possible to sell air, and where do values ​​end and manipulation begin? 04:55 - Can a person who can't sell air be trained? 06:47 - Why is the word "salesperson" considered an insult in Russia? 12:37 - Can a salesperson be considered an entrepreneur within the company? 14:28 - What is more important: sales or marketing? 15:58 - Is it true that today's market is for salespeople and marketers, not manufacturers? 21:14 - Is it true that a good salesperson can earn more than a CEO? 22:02 - Will a good salesperson become a good director? 23:40 - What is the growth path for good salespeople? 25:17 - What should a salesperson's income depend on in the B2B and B2C segments? 29:36 - What is the optimal conversion rate for a B2C manager? 31:52 - Why are business owners always dissatisfied with their salespeople? 32:11 - Is it true that salespeople feed the entire company? 33:08 - What should be done? 37:33 - Is it possible to build a sales department without a star, or do you need a predator? 38:50 - Is a sales manager always a star? 39:41 - How did you influence the client's subconscious? 46:46 - Should a company always have a sales manager? Or can it be done without a sales manager? 48:13 - Does SEO affect sales? Can search traffic be considered pre-sales? 48:34 - As a salesperson, is it important to you where your leads come from? 49:00 - Do you need SEO or not? 49:49 - Where do real clients come from? 53:27 - Where does the marketing-sales gap most often occur? What are the biggest business mistakes? 54:55 - What is more important: the perfect lead or the perfect script? 58:03 - How can a salesperson influence customer behavior before a sale? How to build anticipation? 58:54 - What else does a manager need to formulate a customer's request? 1:06:51 - Where can I find a strong salesperson? 1:18:37 - What three interview questions can reveal a salesperson's level? 1:20:18 - What is more important in a candidate: experience or thinking? 1:21:19 - What is the most important quality in a manager? 1:24:12 - How to sell effectively in 2026? 1:28:01 - Do you have any suggestions for the window market?