Listen, I’m going to give you a really important piece of advice. DON’T DO TRAINING. Honestly, you’re not ready!

That’s what we’re forced to tell companies that just aren’t prepared to improve their sales performance.

Why do companies do training?

To either improve the speed-to-revenue or probability to increase revenue. Unfortunately, too many sales organizations are not prepared for the following reasons:

1. Executives think they can hire their sales issues away.
2. Sales leaders are not engaged in the learning & development of their sales team. They treat learning as a distraction.
3. Marketing has no alignment with sales, and content-to-revenue conversion funnels DO NOT exist.
4. Enablement is concentrating on “how to talk to the customer”, but provides little help on engaging the customer in a social world.

What companies don’t realize is that sales training (whether it is to implement methodologies or skills process) is a terrible investment without the proper support.

ANALOGY TIME: You’re back in University. You want to get a Commerce Degree, but your parents force you to major in Accounting, when you HATE numbers. Then, as you’re in class, your Teachers Assistance are talking behind the professors’ back, undermining the curriculum. Finally, as you’re seeking to join business clubs on campus, the organizers provide no assistance on the Who, Why, and When these club events are hosted.

4 years from now during graduation, do you think you’ll be poised to be a world-class Accountant?

Your company MUST, MUST, MUST have a 3 Way Love-Fest between:

  • Enablement
  • Sales Leadership
  • Marketing

What does it look like when these 3 business units are in harmony?

1. Executives are fully onboard with growing talent, not necessarily buying it.
2. Sales Leaders provide unequivocal support and direction to the sales team, making everyone accountable to learning. The company is as good as it’s weakest sales rep.
3. Marketing is committed to building high quality & quantity content that will drive sales leads at a rapid pace.
4. Enablement is both supporting and learning themselves to become the ultimate 21st century resource in our digital and social world.

Jamie Shanks Lets Talk Social Selling9 Step Thumb12 Step Book

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Mar 18, 2020 8:00 am
Critical First Step: Leadership Communication Plan

When sales enablement, marketing or sales leadership decide to roll out a skills and competency-based training program, they often overlook a critical first step. They will typically reverse-engineer time periods where sellers are best suited for learning, such as the summer months, down times between quarters, or in preparation for Q4. They execute training programs … Continue reading “Critical First Step: Leadership Communication Plan”

Mar 10, 2020 8:00 am
Mission 100%: Learning Is The Ultimate Leading Indicator To Success

It’s interesting that as you grow and evolve in business, you see in hindsight mistakes in the way you communicated the value proposition of your product or service. And I confess that I made a giant mistake in the way I boasted about our certification process. Let me first explain the process, then the mistake … Continue reading “Mission 100%: Learning Is The Ultimate Leading Indicator To Success”

Feb 25, 2020 8:00 am
Post-Sales Kickoff Prospecting Slump? Now What?

We’re approaching the end of sales kickoff season. Companies have brought their sales teams together, and have started planning new go-to-market strategies. They’ve added new product features, benefits, and new territory plans to their sales bags. With the best companies (unfortunately, most companies don’t do this enough), there is a new skills-based learning deployed at … Continue reading “Post-Sales Kickoff Prospecting Slump? Now What?”

Feb 18, 2020 8:00 am
CEO Summit: What 46 Different CEOs Wanted Their Sellers To Do

I was in Nelson, British Columbia recently for an extreme skiing trip in the Selkirk Mountains. I had the opportunity to live on top of Baldface Mountain for a week with 46 other CEOs, and it was incredible to listen to the pitfalls, challenges, best practices, and opportunities in each of their businesses.