In 1992 at the age of 22 I finished university; I am not sure which of those, or perhaps it was both that lead me to the thinking I knew everything, it took one day in sales to realise that wasn’t the case – ouch!!!
Thankfully, my managing director had the good sense to send me to a 3 day sales training course which changed my life. I remember thinking at the time that I could not believe that people could spend so much time at university learning (in lots of cases) useless information and something so important as practical interpersonal skills could be learned and applied with immediate effect.
The sales trainer became a lifelong mentor of mine and I recall him vividly saying that day, “there is a dearth of good sales people in Australia.” It was like he planted a seed in my brain and it became my life long journey to work it why.
It has taken a few years but I reckon I have got it nailed, mostly managers don’t do any of these as well as they could:
I’d love to hear thoughts and experiences.
**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au