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/2QCbslr065: Cory Bray | Sales Enablement: The Ecosystem that Extends Throughout an Organization
064: Richard Vis | Why Every Salesperson Creates Their Own Audience
063: Mark S A Smith | 50/40/10: Why Your Product Only Makes Up 10% of Your Success
062: Chris Dailey | The Difference Between Understanding and Implementing a Sales Process
061: Brian Trautschold | Understanding the Science Behind Personal Ambition
060: Simon Mutlu | Selling Technology to Today’s Evolving Workforce
059: Kristin Zhivago | Sales Calls Should Happen with Prospects, Not to Them
058: Andy Paul|Reinventing Yourself: The BALD Truth About Selling
057: Paul Dean | How (and When) to Create a Sales Playbook
056: Dave Enmark | Cycling Through the Emotional End of the Sales Process
055: Mike Chudy | The Science of Positioning for a Win/Win
054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance
053: Katie Early | A Human Approach to Not Getting “Happy Ears”
052: A Year in Review | Conversations with 25 Sales Leaders
051: Mike Julian | Humble Yourself: Getting Comfortable with Being Uncomfortable
050: Richard Smith | Highlighting the Defining Moments of Sales Conversations
049: Dan Fantasia | No Retreat: When Societal Norms are Misleading
048: Justin Fite | Replacing the Antiquated Approach to Sales Onboarding
047: David Duncan | Know What You’re Fighting For: The Spectacle in the Build-up
046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive
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