Avoid the silos of sales training

There is not doubt that consistent high performance in sales is a rarity.  Sales is the most emotionally taxing position in any business organisation.  A top salesperson is like a top athlete  or performer; they need to be on their game every day.  The debate rages about whether sales people are born or made.  I suppose my career thus far persuades me that it is a bit of both but there must be a very substantial foundation that is more on the ‘born’ side of the ledger.  One of my biggest complaints about sales training is the silo effect.   For example Spin Selling is a superior sales methodology that can be applied in all aspects of human interpersonal communication.  However for a sales professional it provides some mastery in only one segment of the sales process.  It is great once you are in front of a prospect but it gives no help in getting there in the first place.  It is rare to find a sales training system that deals with the full sales cycle effectively.  The biggest impediment to sales success is prospecting.  There is no point in spending your time and energy learning a method like SPIN if you have neither the skills or courage to get out prospecting first.   If you need sales training consider using a coach.  If you want formal training then look for a training company that has a full system and not a single silo.

The 2011 Contingency Map

Tis the season for celebration and planning.  Although my financial year is July to June, the calendar year is a more natural planning timeframe.  I find the holiday season in Australia that includes warm sunny days is perfect for introspection, reflection and planning.  This year I am really looking forward to spending some time doing planning for all of my life’s facets both business and personal.  The tea leaves are telling of an uncertain 2011 and this makes the planning process even more enticing for a person like me who loves change.  My theme this year is contingencies.  I am including exits and off ramps to my strategic planning as I do not see straight line planning will not work in this environment.  I see a great 2011 coming up- the signs of renewal are out there but fragile.  The year 2010 was darn good and 2011 could be even greater on a quantum scale.  Some quiet time with my laptop, MindManager and Omnifocus and I will be ready for 2011.