Violating my policy of blogging about work-y stuff:
I work with a lot of different sales “execs”. I’m not saying it’s a high-turnover job, but I work at a growing company so there have been lots of new folks who’ve come in.
We have a pretty extensive training program for all new employees, but also with the sales team. It’s mostly to make sure they’re “speaking our language” in a way and also are following procedures we’ve set out. We do calls and meetings in a certain way for the most part.
The ones who don’t excel are the ones that start out by saying things internally like – “Hey, I’ve been selling a long time and I know how to do this…” or “I’ve been in this space for quite a while, I’m listening to the training, but on my calls I prefer to do it this way…”. To be fair, they’re eager to start selling, but it’s a flag.
The ones who last and make more sales are the ones that pay attention to the training and then afterwards are always taking notes and going over the transcripts of their past calls. They look to see what went well or what didn’t. They ask themselves “what did the prospect ask about and how did we answer”? Etc. It’s pretty interesting to watch them work.