In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent.
That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on?
Most sales reps actually know what to do — that has been drilled into them over and over. They need help understanding the why (and even the how) behind the what. Today, I’m talking with Vendition’s Ashleigh Early about this exact challenge and what both reps and leaders can do to fill the void with context and personalization.
Links Range: Why Generalists Triumph in a Specialized World by David Epstein https://amzn.to/2QEOIkL Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek https://amzn.to/2QCbslr[CLASSICS] 095: The Difference Between Cooperating and Collaborating | Amy Appleyard
127: Jessica McQueen | Building a Sincere Interest in Understanding
#READefined 1 | Influence: The Psychology of Persuasion by Robert Cialdini
126: Greg Zapletnikov | Breaking the Code to Find Your Own Style
125: Jenn Etherton | Setting Up a Sales Career Development Path
124: James Karanasios | The Habit of Success: You Are What You Repeatedly Do
[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
[CLASSICS] 001: Jill Rowley | Know Thy Buyer in the Social Selling Generation
[CLASSICS] 046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive
[CLASSICS] 078: David Cancel | Prospects Want to Talk to the One Who Understands
[CLASSICS] 039: Keenan | Bottom Line: It’s Not Failure Until You Quit
[CLASSICS] 088: Liz Cain | Generating Interest: The Missing Piece of Outbound Sales
[CLASSICS] 030: Raquel Richardson | Enabling a Channel Only Sales Process
[CLASSICS] 086: Steli Efti | The Answer to Your Problems May Not be Convenient
[CLASSICS] 002: Derek Grant | Finding Success through Personalization at Scale
[CLASSICS] 083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice
123: Aswin Shibu | Building the Discipline to Reset Everyday
122: Anthony Monroig | Building an Executive Network by Selling the Intangible
121: Will Ibsen | Logically Speaking: Prioritizing an Honest Call Over a Comfortable Call
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
HCI Leadership Revolution
Human Capital Leadership
The Power of Music Thinking
BusinessWISE
Business Wars