During this time, the Learning and Development team and I were commissioned to develop a set of sales principles that could be adopted by our global sales teams.
We started the project by analysing the effectiveness of the sales training that the company had previously paid tens of thousands of dollars for. We wanted to understand what had worked and what had not, and why.
It turned out that our biggest issue from the previous sales training attempts was the ‘take up’ by the team.
The feedback from our sales managers and senior sales executives was that this previous training was too complex to work with, both individually and as teams.
That’s how the concept of Sales Made Simple was germinated. Now the concept has been developed into a book, an inhouse sales training program and an online course.