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The 3 Main Reasons Most Sales Training Fails

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1) Theory and Role Play

Most sales training is filled with a lot of theory and good discussions around sales, but rarely provides any actionable insights or tools that we can apply immediately to our day-to-day lives that will make a difference. Role playing is used to try and simulate live customer engagements that aim at uncovering those insights and providing the tools.

However, they are rarely run effectively. They tend to paint one of two scenarios: 1) the perfect situation or 2) the most ridiculous situation possible. Neither of these are what we face on a day-to-day basis in our jobs.

The other problem with role playing is that the people brave enough to stand up and play the part are typically more worried about impressing their peers than they are about mastering whatever skills they are trying to learn.

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The Myth of Multi-Tasking

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I always thought being great at multi-tasking was an essential part of being successful in sales. At a high level this is true – you have to be able to do a lot of different things and do most of them well to be successful.  The problem is, when trying to execute, doing different things and doing them well don’t usually go together, at least not at the same time.

There’s a book called The Myth of Multi-tasking I came across recently that talks about how you brain can’t physically do two things at the same time. Your body can, but what your brain is doing to make this happen is called ‘task switching.’  Every time you do something different (take notes while trying to pay attention to a presentation) your brain is switching tasks.

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