Many of the greatest ideas and advances in history occur when someone takes an idea from one area of expertise, and applies it in another. For this reason, I spend a lot of time listening to, reading about, and speaking with experts in a wide variety of disciplines outside of sales.
When it comes to sales performance improvement, driving behavior change is one of the stickiest challenges of them all. How do you get the people in the field to adopt and actually become good at the new techniques and behaviors you want from them?
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”
Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.