High Performance Sales | Blog

With the unquestionable, resounding, embarrassing butt-whooping that the European’s recently gave the United States in the Ryder Cup, the PGA Tour officially came to an end for 2014. There were some great stories and performances that came out of the Ryder Cup. Justin Rose killed it, bringing in 4 points alone for the Europeans, tops in the tournament. But how about the rookie, Patrick Reed, bringing in 3.5 points for the U.S. team? As a matter of fact, rookies brought in 8.5 of the U.S. team’s 11.5 points! Certainly the future of U.S. golf looks bright, and we will need it to be if we ever want to hoist that Ryder Cup again.

This is the 3^rd and final episode in the series in which I have shared my thoughts and ideas regarding some of the critical roles in the sales effectiveness world… all roles that I have had the distinct pleasure to play. We have addressed those who sell sales effectiveness solutions and sales training, as well as those who buy these solutions. In this final segment, I would like to talk specifically to my current peers – my sales training and coaching colleagues.

In the first blog post in this series, we embarked on a journey to discuss my view points on best practices for different players in the sales effectiveness solution “selling cycle,” including those who sell these solutions, those who buy these solutions, and those who deliver these solutions…all roles that I have played myself.

Episode 1 - Sellers

There are thousands, probably 100’s of thousands, of sales trainers walking our wonderful planet at this given moment. Certainly, a large number of us have had a point in time in which we “carried a bag,” some for many years, others maybe for only a brief moment. Many agree that while not a hard prerequisite, having “pounded the pavement” in one’s past gives the sales trainer a unique point of view and some credibility while in front of a bunch of seasoned sales pros.

Another plane ride filled with random thoughts, and on this flight home I started thinking about football! No surprise, given we are in the middle of the greatest football event on the planet, the World Cup, but it is the currently idle and completely off the radar American version I am thinking about tonight. How did my fickle brain find its way to this topic?  Well, let me explain…

As is relatively standard for someone in my line of work, I am sitting on an airplane reflecting on another successful training session. One of the things that I’m thankfully reminded of this week is the positive influence a strong sales leader can be IN the training room.