I work with billion-dollar companies (yes, billion) that rely on a very small subset of their employees to bring in all that revenue. The interesting thing I have learned is that these companies don’t actually train their salespeople. Well, let me say this, these companies think they train their salespeople. For example, maybe they get a ride-along day with an “experienced” peer, they might get trained on all of the software for the quoting, ordering, billing systems, etc. But in reality…

THE CUSTOMER TRAINED THEIR SALESPEOPLE

I spend a good amount of time UN-TRAINING these amazing sales professionals to stop them from doing what the customer taught them to do – take care of their needs and profits. Instead they need to focus on representing themselves and their own company out in the marketplace – confidently. Creating partnerships with customers with win/win relationships and tough negotiations.

After years of delivering corporate sales training and even more years of one-on-one personal sales coaching, I  decided (and needed) to rewrite the sales training handbook with practical and applicable strategies and skills to empower every sales professional in competitive bid markets.