Further to my post last week, recent events have given me time to think….. and as a result, re-focus on what I love doing: sales training and coaching
Last week I posted about the ongoing and rapid evolution of the sales profession.
Old school tactics and ‘tricks’ don’t work and created a lot of inappropriate sales behavior that tarnished the view that many people had (or have) of sales and sales people. It likely also resulted in many good people avoiding or leaving the profession because many of these old school approaches didn’t sit well with them.
"The sometimes poor reputation of the role of sales, people in sales and the sales profession doesn’t sit well with me either. I am going to do my part to help people and organizations who want to grow. "
Organizations rely on sales people and sales departments to grow their business, move into new markets, introduce new solutions, increase market share, create positive experiences with new and existing clients, make ice cream taste better, improve margins, grow revenue and help our dogs love us even more. (just making sure you are paying attention and getting the point about how important the sales function is within your organization).
The above points, well most of them anyway, reinforce how important it is to focus the appropriate time and attention on our sales processes and our sales teams to increase the opportunity for success. Imagine a hockey coach having a great break out plan, speed and numbers through the neutral zone, strong zone entry plan, offensive zone set up and then…..crickets. No plan to create high danger scoring chance. Do they think ‘We’ll figure it out when we get there’?
My sports analogy aside, there are many organizations that spend considerable time, energy and money on great products and solutions. They develop top notch products and services, with high quality engineering and development teams, highly educated and skilled finance and operations teams etc. Ask yourself if you are investing the corresponding time and energy into hiring, training and supporting a world class sales team? One that will, after considerable effort, eventually put the puck in the net or push the ball into the end zone?
I am fortunate to be a Senior Partner with the Envision Group and work with many exceptionally talented people across North America. I am also fortunate to be collaborating with several other seasoned professionals closer to home. These diverse teams of business all-stars are helping me create a number of sales programs designed to help salespeople grow into even more effective sales professionals. The focus is very much on ‘new school’ skills we all need to learn, practice and incrementally improve on over time. Topics include skills such as:
I think you get the point.
Initially the plan was to deliver these as ½ day and full day in-person training experiences. Circumstances dictated that these will now be delivered in 90 minute webinar modules. These programs will be ready to launch in the very near future and I am excited to share them with you once they are ready.
My goal is simply this – to help sales professionals continually improve and to love what they do. What they do is help people solve problems and leverage new opportunities. Like any professionals in business and in sport, we need a plan - and then to practice based on that ‘game plan’ so we can continue improving our skills, to grow and to reach our potential. Investing time and energy into professional development in order to constantly evolve and grow just makes sense.
That’s where, as professionals committed to constant learning and growth, we can benefit from the opportunity to work with a trainer and coach who can help us.
If you’re ready to grow your organization, or grow as a sales professional, let’s talk.