Training & Documentation

Training and coaching on workflows

1 Comment / Interventions, Sales Technology, Sales Workflows, Seller Acumen, Training & Documentation / By

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 …

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Training is often not the right solution

Leave a Comment / Coaching, Interventions, Reinforcement, Training & Documentation / By

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 …

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