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/2QCbslr005: Jenny Vance | Batter Up: Setting Ground Rules for a Sales Meeting
004: Daren Tomey | Don’t Sell, Solve: The Presentation your Prospect Never Sees
003: Roderick Jefferson | Listen, Fix, or Solve? Using Enablement to Drive Incremental Revenue
002: Derek Grant | Finding Success through Personalization at Scale
001: Jill Rowley | Know Thy Buyer in the Social Selling Generation
000: SalesTuners - What's this all about? | Jim Brown
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