Check out Anthony's great article on The Sales Blog

http://thesalesblog.com/2010/11/when-to-be-creative-in-sales-and-when-not-to-be/

Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?  

Did You Have To Go Up a Size? Personal and Professional Goofs

In honor of the Thanksgiving holiday, I am doing a more personal posting on tact. It doesn't matter if it's with family, friends, clients or co-workers. We've each had that uh-oh moment and we've said or done the wrong thing. As sales trainers, we can try to speak on it. Teach reading body language. Suggest our employees avoid controversial statements; you know, the whole religion and politics thing. And perhaps the hardest thing of all to encourage: think before you speak. In my case the "oops" moment happened this morning in our living room.

It seems my husband didn't get the training memo. There are certain things better left unsaid, especially to your teenage daughter! I don't know why, but keeping a foot out of your mouth with family can sometimes be near impossible. Let's add in hormones, holidays, personalities, and good intentions: a recipe for major up-to-the-ankle insertion. Daughter number two, back from college, is on the couch cuffing her jeans in the latest (I think) style. Small talk is flying, the Macy's Thanksgiving Day Parade is blaring in the background and my husband and child are bonding.

Husband: "That's the new look huh?" Child #2: "Yep."

Husband: "Cool. Maybe I should try it." Conversation is going well. He's showing engaged interest. They've established eye contact. Wow!Husband (now confident): "So, did you have to go up a size?" WHAT?

Child #2 two stares. Smiles fade. Husband not sure why, but like a cornered animal senses danger. "What? Thanks a lot for noticing I needed a bigger size."

Husband (Man who has given impassioned and applauded speeches before crowds of hundreds begins stuttering): "No I only meant, um, uh, to roll them…um…up." Gulp. "I didn't mean you had gotten fat. Just thought you needed a bigger size." Oh please quit while you're ahead. Just stop talking. Like they said in When Harry Met Sally, it's already out there. Duck, cover and run! Husband senses my thoughts via the marital mind-meld.

Child #2 standing up and stalking out of the room: "Fine. I know what you meant."Conversation over.

He meant well, but risking sounding like a sexist, I think it's a guy thing. Blessed with little cultural crap about dimpled thighs and pouching tummy fears, for him weight is just a fact. Like eye color, a middle name and his eternal hope for the Vikings: what you weigh JUST IS! Reminiscent of the year he joyfully gave me a 3x sweater for Christmas, or the time he insisted I needed to go to the club more, he just doesn't get it. If you love me, pretend I am a size 2. I don't know if it's a gender thing, a family thing, or a culture thing. We all have our sore spots. We assume if our family loves us, they'd know our insecurities and avoid them. In family there is no balding head, directionally challenged outing, or burnt pasta. All is good in happy family land and kind denial rules.

So as we head over the river and through the woods for the Thanksgiving meal at Mom's, am preparing for a bit of gravy and salt with the inevitable foot that comes with extended family love fests. Remembering to step lovingly over the landmines of self-doubt, I always can follow it up with a piece of humble pie.

Happy Thanksgiving!


Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?  

Are Sales Processes the Death of Creativity?

I'm the queen of creativity. When it comes to, "How can we do this better and differently?" I'm the first to start brainstorming. But guess what? I am also a huge fan of sales processes. 


Unfortunately, every time I have heard the term "sales processes" presented in a training program, it's been met by major resistance from the reps. Experienced folks think a sales process is a cookie-cutter approach used only for entry level sales. Others feel a company is unreasonable to make reps to use a sales process.  More importantly some sales experienced professionals are concerned that the sales process will destroy the uniqueness that makes them a successful performer and they really don't want to change what they are already doing. As my grandma use to say, "If it ain't broke, don't fix it", and a lot reps follow my grandma's line of thought!  Unfortunately, I believe if we want to keep developing our talents, that isn't how it works.

I've been a sales rep, a consultant and a sales trainer, so I understand the concerns, and admit to maybe have grumbled once or twice about the newest management process plan.   I know some companies have unrealistic, outdated or just plain awkward sales process. When good sales teams are forced to use these dinosaur-like processes they do nothing to drive the business and improve sales. 


However if a training team can be astute and lead the charge with management to fix the process, they can implement a great sales process. Only then should they roll the program out to the sales force and show the sales people how they can be more productive and effective process.  The organization connects with more customers, shares best practices and companies make more money.  Cool!

But what about the reps who don't want to even look at a good sales process? Well as I said early, being a fan of them, I'm not willing to throw the process-baby out with the bad-process-bath water! I am absolutely hard on reps who won't use the sales process or managers that don't believe their organization can be more productive using a sales process.  If a good sales process embodies best practices, is based on maximizing profitability/ productivity and shortens the sales cycle, it's wrong not to use the sales process.  If the sales process is the key to success, and closing the deal, sales people refusing to use it are in a word--- foolish!

It's my belief, and I believe it to be backed up by research, that a good sales process is not just a nice idea. To maximize personal and organizational development and performance, it's mandatory.  It also requires a real buy in from the management team.   To produce the best results managers have to train and coach their people how to use the process, and keep reinforcing its use. Additionally, the reps refusing to use the process are choosing to be less than they can be. Consequently, these processes need to stay up-to-date, use best practices and be applicable to the current sales environment. Doing so encourages top performance and still allows for the personal innovative touch in a sales person's day. It's not the death of creativity, but the birth of sustained sales success.

Do I sound brainwashed?

Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?   

Sales Training: Has That Train Already Left the Station?

How often have you heard, "Sales training doesn't work," or "Staff development is just a feel good waste of selling time," or even worse "Just give the information and let them sell"?  Every sales training class is opening night on Broadway; wow the critics or you won't see much of a run. 

As trainers it seems we need to prove ourselves to the reps, the managers, the folks from marketing and sometimes our company's own customers. How can we be all things to all people without requiring intense therapy or some type of intervention? Well that's the million dollar question I want to explore in this blog.

I love training and the idea that we can give adult professional the tools be better than they are today.  Who would think that developing a relevant sales training program could drive profits, attract top-notch sales people, thrill management and provide value to our customers?  I know it can, and see adult learning and development as an exciting pathway to success.

So I hope you'll join me on the journey and offer your own scenic commentary. Share what you will and enjoy the ride.  All aboard.

Note:  The thoughts and opinions on Training Wheels are my own, unless otherwise referenced, and are to be food for thought.  If contemplating business changes, these blog posts are not a substitute for consulting your lawyer or accountant. I"ll bet you already figured that out, didn't you?