Hey sales leaders: Want to improve a specific skill among reps? The solution probably isn’t a training on that specific skill.
Imagine teaching someone how to grill a steak without also making sure they know how to choose the right steak, turn on the grill to the appropriate setting, choose the right utensils, and move the …
Hey sales leaders: You’re looking for ways to cut costs on the sales tools that aren’t delivering. Before you do, here’s an idea to squeeze more juice out of them than you thought possible.
You bought a sales tool to address a particular need — and it may or may not be yielding results on that …
Hey sales leaders: Stop training your reps so much.
Many sales orgs treat training is the best and only solution to performance gaps.
Reps aren’t selling to high enough personas? Train ’em.
Reps are only sending quotes, not solution proposals? Train ’em.
Reps aren’t using the tools you’ve bought for them? Train ’em.
But here’s the rub: Training is often …
Hey sales leaders: If you’re not seeing the kind of performance among reps that you think they’re capable of, your enablement org is probably partially responsible. But there’s an element of the blame that is squarely on you.
Let me explain.
Anybody who’s been around sales for more than 30 seconds knows that if you want sellers …
