There is nothing wrong with sales training. It can provide valuable knowledge, frameworks and skills. But knowledge alone rarely changes performance. A salesperson can know exactly how a good discovery…
When a sales conversation underperforms, product knowledge is often the first diagnosis. During call reviews, I sometimes hear the same conclusion: “They need more product knowledge.” Sometimes that is true.…
A salesperson struggles with a deal. The manager steps in. A difficult customer pushes back. The manager takes over. A rep struggles with an objection. The manager provides the answer.…
A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
I have seen sales organisations respond to weak SDR performance by immediately looking at the top of the funnel. More leads. More data. More sequences. More activity. But sometimes the…
A calendar invitation is not evidence of progress. During call reviews, I sometimes hear a salesperson end a conversation with: “Shall I send you a calendar invite?” The meeting gets…
Many organisations invest heavily in Sales Enablement. New methodology. New frameworks. New techniques. New playbooks. The team leaves the training energised and motivated. And three months later, much of the…
An objection can also be feedback on the conversation. During call reviews, I sometimes hear an objection and notice the immediate reaction: How do I overcome it? But before answering,…
