Alright folks, gather ’round. Let’s talk about sales. Remember sales? That thing we used to do before we decided to treat salespeople like mushrooms? You know, throw them in a dark basement, cover them with a bit of, well, let’s just say “organic matter,” and hope they magically sprout into million-dollar deals?
Yeah, that’s not how it works. Or at least, it didn’t used to.
Back in the good old days (and yes, I’m old enough to remember them), companies actually invested in their salespeople. They didn’t just recruit a bunch of eager young grads, hand them a phone and a quota, and tell them to “go get ’em, tiger!”
No, sir. Back then, we had companies like Xerox – yes, that Xerox, the one that used to be the hottest tech company on the block – who had an actual sales university. Can you imagine? A whole university dedicated to teaching people how to sell! And it wasn’t just Xerox. We had companies shelling out big bucks to sales training gurus like Mike Bosworth and his Solution Selling methodology. (Full disclosure: I was one of those Bosworth-trained coaches, back when IBM was still considered cool.)
But somewhere along the line, we decided that sales training was a waste of time and money. We figured salespeople were just born, not made. Or maybe we just got lazy. Either way, we stopped investing in our sales teams, and we’re paying the price for it now.
So here’s the lesson, boys and girls: Sales is a profession. It requires skills, knowledge, and practice. And just like any other profession, it requires training.
So if you want your sales team to flourish, stop treating them like mushrooms. Give them the tools, the training, and the support they need to succeed. Adopt a formal sales process, train your team on how to follow it, and watch your sales soar.
And remember, a well-trained salesperson is worth their weight in gold. Or at least, a lot more than a basement full of mushrooms.
Maybe you should try talking to someone who’s been there before. I’m a business coach, former startup founder, and hired-gun turnaround CEO. I’ve been working with leaders who are frustrated by onboarding and developing sales programs. Find a time and schedule a call below.
Books From Glen Hellman
-
Intentional Leadership: Unleash your team’s potential. This tactical guide reveals the proven “Leadership Canvas” framework for building, inspiring, and driving high-performance teams. Order now and transform your leadership.
-
Cyphers & Sighs: A heart-pounding global thriller where love collides with loyalty amidst a web of high-tech espionage. Every keystroke could betray… every breath could be your last. Order now for an unforgettable adventure.
-
Write to Die: When tech blogger Greg Newsome’s words expose a dark secret, he unwittingly becomes a target. Now, he’s racing to protect those he loves in a desperate fight for survival. A gripping tale of danger and redemption.
-
Turn Around & Die: Executive coach Greg Newsome takes the helm of a troubled tech giant, only to discover a deadly conspiracy lurking beneath the surface. Plunged into a world of international intrigue, can he save the company… and himself?
- Cross My Heart & Hope to Die: Greg Newsome finds himself caught in a dangerous web of intrigue and revenge. After surviving a brutal attack on his home, Greg embarks on a new assignment for the Santini crime family, where he must navigate the treacherous waters of corporate espionage while trying to rebuild his shattered life.
Link here to find them on Amazon
