Do you know how much money the average organization wastes on sales training? I don’t know the exact number, but you can bet it’s enormous. I get a few calls every year when a VP of Sales says, “I have a meeting with my sales team in 3 months and I’d like a proposal for sales training.” Of course the first question I ask is, “What are you trying to accomplish: Build the world’s best sales team? Improve sales performance in this tough economy? Or simply entertain your sales people for a day or two?”
I conducted a workshop recently where a sales rep with a large physical security company told the story of one of his clients who called explaining that he recently had a break-in to one of his warehouse facilities and wanted to better secure the facility. Great! A rookie sales rep might be tempted to “dash to the demo” or even the proposal to help answer this straightforward issue. This rep didn’t celebrate at this point, he kept asking more questions. Through questioning he found out the client affected was the Department of Homeland Security and they were endangered of being fined $1Million per occurrence.
If a man can build a better book, preach a better sermon, or make a better mousetrap than his neighbor, though he builds his house in the woods, the world will make a beaten path to his door. Ralph Waldo Emerson
First, let’s take a look at Consultants R Us’ completely dysfunctional opportunity assessment plan: Consultants R Us has no common opportunity qualification screening criteria to determine whether an opportunity is actually worth pursuing. They pursue any and all opportunities most likely because the entrepreneurs who came before them made their livelihood as rainmakers without many […]
I was coaching a team at Andersen Consulting several years ago that was sent a “blind” RFP from one of the largest Consumer Packaged Goods companies in the world. This was likely a $60M + opportunity and the pursuit team was intent on bidding for the work.