Lack of consistent pipeline generation / pipeline progression, inflated pipe, inaccurate forecasts, high turnover, low employee engagement, burnout…
Why is it that, despite companies spending $20 billion each year on traditional sales training and a countless more on ever-expanding sales tech stack—these same problems have persisted for decades?
Why is it that the traditional training industry (and purveyors of shinning objects) can’t seem to crack this nut?
In short, they’re focused on trying to solve the wrong problem.
The fundamental problem is not an individual (IC) skill set issue or a technology issue.
The fundamental problem is an IC/FLM behavioral issue—and (it’s important to note) these two issues are actually inextricably linked together.
Which begs the question…
Why aren’t most ICs doing the things they need to be doing on a consistent basis to be successful?
Because most FLMs are not consistently reinforcing / shaping / coaching the right IC behaviors.
Why aren’t most FLMs consistently reinforcing / shaping / coaching the right behaviors?
(A) Most don’t know how and (B) the desired behavioral change hasn’t been “systematized” and integrated into the frontline operational rhythm, cadence, and workflow.
If you want to solve this problem, instead of focusing on individual IC skills/competencies, ask a better question—ask a bigger question:
HOW CAN WE SYSTEMATIZE SALES EXCELLENCE?
How can we systematically integrate consistent execution and continuous improvement into the operational rhythm, cadence, workflow, and DNA of the sales org?
How can we systematically ensure that the frontline is consistently executing at a high-level—and continuously learning, growing, and improving?
◆ Systematize the desired frontline behavioral change
◆ Integrate it into the operational rhythm, cadence, workflow, and DNA of the sales org
◆ Create “Rings of Reinforcement” to make it stick.
Remember: The way we’ve been conditioned to the see the problem—IS THE PROBLEM.
When you back up and view the problem through a new lens with a fresh perspective, an objective perspective—and a systems perspective—you’ll start to see patterns and a whole new world of opportunities will open up.
Think different to be different.