Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

It's Not a "War for Talent". It's a Performance Race.

You will be hearing a lot these days that "it's a talent war out there" and about the "great resignation" as droves of people look for greener hills. Smaller companies in particular are faced with the task of attracting "top talent" especially in economies where skilled people are never short of work.

Talent is a poor word though for what a company actually needs in terms of people, and this is especially so in sales. A better word is performance. Nothing gets easier. In the sales world today, just about every step is more complicated and every initiative, project, opportunity and account gets more complex. It's not a war for talent: it's a performance race.

The real choice available to an SMB is to get better; you might know the fitness principle that the training doesn't get easier, you get better. That's called performance, and our potential for performance improvement is infinite, even if the change this month for example, is infinitesimal (which is usually is).  

NOW is a time of great opportunity for SMBs that compete in global markets: it's open to every company to lift the performance of its people. It's a playing field that is more level than say, spending money on digital advertising or trying to locate and attract a "star." (Attracting "stars" in sales is a dodgy business.)

People development has traditionally been the reserve of large enterprises, with specialist staff and budgets to implement learning programmes. In SMBs you were too busy doing the day job and - especially in sales - you'd be sent on the occasional course, the most memorable part of which would be the lunch.

How Can Your Sales Team Get Better?

"Training" is one option. But that's unambitious thinking. SMBs can now think and do like their larger competitors when it comes to supporting performance. They can build their own academy. SMBs should build their own internal academy. It can be their source of competitive advantage, an advantage that will be very difficult to copy or match.

The tools are now available. Fabulous tools in fact, in the form of learning, training, content, enablement and even "immersion" software platforms. You can have your pick of features and price points. But that's just table stakes. The real performance improvement lies in enabling your salespeople through capturing your version of your story and equipping every seller to leverage that story as their edge that is impossible-to-ignore and impossible-to-compete-with. Check out here for example, how buyer sites are enabling sellers to become truly valuable performers - to buyers and their company.

Now go even further ...

If I was your salesperson I would feel on top of my game when I know the whole company is behind me to help the buyer to be successful. Now suppose that I have been trained in your company's sales academy (or call it a platform). And that all my colleagues also participate in the company academy. That means we are all more likely to be on the same page, pulling in the same direction.

None of this is fanciful thinking. The tools can be commissioned in minutes and at most, hours. Yes, the content will take time, but here's a thought. You probably already have someone in the business whose time would be better spent building the content than what they are currently doing.

When we switch our thinking from talent to performance, more options appear for more of us. Digitization enables this. Its why billions of people are now teaching - and lifting - themselves across the globe. Why not do the same inside the company you have worked hard to get this far? 

Original Post

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | Linked

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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

It's Not a "War for Talent". It's a Performance Race.

You will be hearing a lot these days that "it's a talent war out there" and about the "great resignation" as droves of people look for greener hills. Smaller companies in particular are faced with the task of attracting "top talent" especially in economies where skilled people are never short of work.

Talent is a poor word though for what a company actually needs in terms of people, and this is especially so in sales. A better word is performance. Nothing gets easier. In the sales world today, just about every step is more complicated and every initiative, project, opportunity and account gets more complex. It's not a war for talent: it's a performance race.

The real choice available to an SMB is to get better; you might know the fitness principle that the training doesn't get easier, you get better. That's called performance, and our potential for performance improvement is infinite, even if the change this month for example, is infinitesimal (which is usually is).  

NOW is a time of great opportunity for SMBs that compete in global markets: it's open to every company to lift the performance of its people. It's a playing field that is more level than say, spending money on digital advertising or trying to locate and attract a "star." (Attracting "stars" in sales is a dodgy business.)

People development has traditionally been the reserve of large enterprises, with specialist staff and budgets to implement learning programmes. In SMBs you were too busy doing the day job and - especially in sales - you'd be sent on the occasional course, the most memorable part of which would be the lunch.

How Can Your Sales Team Get Better?

"Training" is one option. But that's unambitious thinking. SMBs can now think and do like their larger competitors when it comes to supporting performance. They can build their own academy. SMBs should build their own internal academy. It can be their source of competitive advantage, an advantage that will be very difficult to copy or match.

The tools are now available. Fabulous tools in fact, in the form of learning, training, content, enablement and even "immersion" software platforms. You can have your pick of features and price points. But that's just table stakes. The real performance improvement lies in enabling your salespeople through capturing your version of your story and equipping every seller to leverage that story as their edge that is impossible-to-ignore and impossible-to-compete-with. Check out here for example, how buyer sites are enabling sellers to become truly valuable performers - to buyers and their company.

Now go even further ...

If I was your salesperson I would feel on top of my game when I know the whole company is behind me to help the buyer to be successful. Now suppose that I have been trained in your company's sales academy (or call it a platform). And that all my colleagues also participate in the company academy. That means we are all more likely to be on the same page, pulling in the same direction.

None of this is fanciful thinking. The tools can be commissioned in minutes and at most, hours. Yes, the content will take time, but here's a thought. You probably already have someone in the business whose time would be better spent building the content than what they are currently doing.

When we switch our thinking from talent to performance, more options appear for more of us. Digitization enables this. Its why billions of people are now teaching - and lifting - themselves across the globe. Why not do the same inside the company you have worked hard to get this far? 

Original Post

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | Linked

Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

It's Not a "War for Talent". It's a Performance Race.

You will be hearing a lot these days that "it's a talent war out there" and about the "great resignation" as droves of people look for greener hills. Smaller companies in particular are faced with the task of attracting "top talent" especially in economies where skilled people are never short of work.

Talent is a poor word though for what a company actually needs in terms of people, and this is especially so in sales. A better word is performance. Nothing gets easier. In the sales world today, just about every step is more complicated and every initiative, project, opportunity and account gets more complex. It's not a war for talent: it's a performance race.

The real choice available to an SMB is to get better; you might know the fitness principle that the training doesn't get easier, you get better. That's called performance, and our potential for performance improvement is infinite, even if the change this month for example, is infinitesimal (which is usually is).  

NOW is a time of great opportunity for SMBs that compete in global markets: it's open to every company to lift the performance of its people. It's a playing field that is more level than say, spending money on digital advertising or trying to locate and attract a "star." (Attracting "stars" in sales is a dodgy business.)

People development has traditionally been the reserve of large enterprises, with specialist staff and budgets to implement learning programmes. In SMBs you were too busy doing the day job and - especially in sales - you'd be sent on the occasional course, the most memorable part of which would be the lunch.

How Can Your Sales Team Get Better?

"Training" is one option. But that's unambitious thinking. SMBs can now think and do like their larger competitors when it comes to supporting performance. They can build their own academy. SMBs should build their own internal academy. It can be their source of competitive advantage, an advantage that will be very difficult to copy or match.

The tools are now available. Fabulous tools in fact, in the form of learning, training, content, enablement and even "immersion" software platforms. You can have your pick of features and price points. But that's just table stakes. The real performance improvement lies in enabling your salespeople through capturing your version of your story and equipping every seller to leverage that story as their edge that is impossible-to-ignore and impossible-to-compete-with. Check out here for example, how buyer sites are enabling sellers to become truly valuable performers - to buyers and their company.

Now go even further ...

If I was your salesperson I would feel on top of my game when I know the whole company is behind me to help the buyer to be successful. Now suppose that I have been trained in your company's sales academy (or call it a platform). And that all my colleagues also participate in the company academy. That means we are all more likely to be on the same page, pulling in the same direction.

None of this is fanciful thinking. The tools can be commissioned in minutes and at most, hours. Yes, the content will take time, but here's a thought. You probably already have someone in the business whose time would be better spent building the content than what they are currently doing.

When we switch our thinking from talent to performance, more options appear for more of us. Digitization enables this. Its why billions of people are now teaching - and lifting - themselves across the globe. Why not do the same inside the company you have worked hard to get this far? 

Original Post

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | Linked

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.