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/2QCbslr025: Sam McKenna | The Not So Dirty World of Sales
024: Matt Amundson | Elbow Grease, Cupcakes and Red Bull: A Recipe for Success
023: Patrick Giusti | Get Into The Game: Turning Long Shots into Slam Dunks
022: James Moore | At Full Speed: From Sleep to Success in 43 Minutes
021: Phill Keene | When Perception Matters: Standing Out From the Crowd
020: Steve Cunningham | True Grit: How to Become An Accidental Success Story
019: Trish Bertuzzi | Propel Yourself to Success Using Inside Sales
018: Susan Lorkovic Zuzic | From Girl Scout Cookies to Whale Hunter
017: David Zahm | Persistence Pays Off: $1M to $6M in Two Years
016: Nicole Hutzul | Why You Need a Clearly Defined Sales Process
015: Greg Freeman | Staying Consistent by Building Good Habits
014: John Logar | Get Past the Gatekeeper and Talk to the Right People
013: Jack Kusner | “No” Just Means They Haven’t Said “Yes” Yet
012: Ray Carroll | Growing a Company from Nothing to Something
011: Matt Nettleton | What You Think You Know, Can Kill You
010: Tonni Bennett | Lead the Conversation with Logic, Intent, and Value
009: Adam Weber | Do the Behavior: How to Show Up Every Single Day
008: Todd Caponi | Advancing Your Career by Taking Risks
007: Peter Dunn | Creating Money by Being Present
006: John Barrows | Transfer Enthusiasm into a Commission
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