The person who completes this 2-days of training is not the same person as the person who was looking for a sales training to attend. The sales leader, the entrepreneur and decision-maker who completes this 2-days of training is no longer able to play the same level they were playing at. They start looking at hiring, training and revenue goals in a different way. Their vision will change. And at some level, they know this. They know they want to up their level. That is why they were looking for a sales training course.
The company who signs up participants for this, knowing “this is the closest thing to what I’ve been looking for” is not the same type of company out there who believes sales training is neutral. Every investor knows this - there are lots of good business ideas out there. Can the company SELL its products and its solutions to the market? Not hope people will buy. Can they SELL?
Sales training is never neutral. It should never be. If it’s something that can be learned from only reading books, youtube, podcasts, from bosses guiding and teaching or free seminars and previews, a lot more people would be both competent and confident in sales by now.
If sales training is neutral and generic, hiring for a sales position with a candidate that’s a good fit to the organizational culture wouldn't be so difficult. It isn’t because some company is hoarding all the best sales people in Malaysia. It’s because there really aren’t enough people who are confident, competent and enjoy doing sales especially when it’s a non-retail product that requires subject expertise.
It is difficult to hire people for sales unless you are willing to hire by volume and let the candidates reveal their potential through the training your organization can provide.
Some people want to avoid doing sales by jumping on the e-commerce, AI for Sales Automation or AI for Marketing bandwagon. The harder question is this : there’s no need for automation if there’s no sales. Nothing can be automated if nothing has been learned, documented, applied and diagnosed for where it’s leaking, where it’s not converting and all the friction points where the system breaks under scale and pressure. That’s a job for a human to find out.
The more organizations out there avoid the true blueprint of sales as a skill their employees can have, the more opportunity there is for organizations that know how to equip their NON-SALES hires for revenue-generating functions.
The hard truth that I know over 30 years of sales in various capacities and in my role as a teacher, coach and trainer in soft skills is this : when it comes to sales, there really are only two types of mindsets. The majority are people who use the word “sales” a lot when it comes to talking about revenue but will jump through hoops to get in their own way. The second type only needs exposure to what’s possible and they retain the confidence and competence to do sales in any sector, for the rest of their lives. Blueprint and DNA seldom change because they are structural in nature.. They only do a little bit over a long period of time. Sales for Technical & Non-Sales Professionals - a skills blueprint and mindset rewire for professionals in business development roles. One conversation framework. Every sales situation.
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