Tale of Two Clients - Sales Training:) versus SAAAlesTraining:(

Posted by Dave Kurlan on Tue, Oct 05, 2010 @ 22:10 PM

changeHere's an interesting comparison for you.

Two client companies are on the exact same sales development time line. (Same time line but separate from each other - they don't even know about each other)

Both of their sales forces went through sales force evaluations at the exact same time.

Both of their sales management teams were developed at the same time.

Both of their sales organizations received sales infrastructure help (sales process, sales pipeline, metrics, sales recruiting process, etc).

Now both companies will have their salespeople trained at the same time (but separately).

Company #1 has everyone excited.  They can't wait.  Their sales managers are already coaching to the best practices they learned and holding their salespeople accountable.  They are change ready.

Company #2 has everyone dreading this initiative.  They don't think they need it, even though their sales are off by 45% and their pipeline sucks!  Their sales managers are in whining mode, haven't allocated the time for coaching and aren't holding anybody accountable yet.  They are as far from change-ready as you can get.  Yikes!

So what's the difference?  Leadership.

The CEO is driving the change in company #1 and he did it the right way.  In company #2, the CEO delegated the change to the Sales VP, the second weakest person in the entire company. He is so weak that he didn't want any part of any evaluation, development, coaching or training.  He was afraid that his boss might actually see how weak he was.  Like I said, he was the second weakest person in the company.  Would you like to know who was weaker than him?  Bingo.  The CEO who delegated the whole initiative to him.

You've heard it before. It flows down hill.  Your organization can only be as effective as the weakest leadership link.  When it comes to a sales development initiative, you must start out committed and remain committed to drive the process until the change you demand has been accomplished.  Anything short of that is a formula for failure.

Of course, when you tell that to people who are weak, they don't believe you.  They trust their people.  They have good people.  Their people are committed....

That is such BS.  Strong CEO's see all the flaws their people have and are committed to developing them or upgrading.  Weak CEO's see beauty, and flowers, and blue skies - yes, that's the ticket - blue skies through rose colored glasses.

Topics: Dave Kurlan, sales training, sales results, sales assessments, sales development

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader