Unleashing the Potential of Sales Teams with Josh Bersin

Description

Traditional training methods for sales teams just aren’t cutting it anymore. Instead, top performing teams utilize technology to level up their sales techniques.

Josh Bersin, a global industry analyst and the Founder and CEO of The Josh Bersin Company, shares his insights on the evolving landscape of sales training and the impact of technology in the sales process. As an industry thought leader in HR and training, Josh also shares his personal experience of emulating successful selling techniques and how technology allows reps to observe and adapt different communication styles. The conversation also touches on the potential for AI in sales and the importance of respecting and enabling salespeople well. Join us as we dive into the fascinating world of sales training and discover the strategies that drive success in today’s dynamic market.

Show Notes

Here are the key takeaways from our conversation with Josh: 

1. Traditional training methods are not effective in today’s market: Week-long classes are not enough to equip sales representatives for success. Instead, it’s crucial to understand what the best sales performers are doing differently and learn from their techniques.
2. Leveraging technology for sales success: Technology plays a significant role in adapting communication styles and identifying strategies that work. Sales reps can observe different approaches, find their authentic style, and easily replicate it for consistent outcomes. 
3. Respecting and empowering salespeople for growth and productivity: Sales organizations should view their sales teams as continuous learners and valuable sources of market insights. By providing proper support, resources, and training, companies can enhance rep performance, resulting in higher revenue.

Jump into the conversation: 

[02:42] Josh Bersin’s experience in sales

[07:52] How sales training provides confidence to overcome challenges

[19:33] Why sales teams should educate customers to simplify their decision-making process

[23:02] How technology helps enhance expertise in a sales team

[27:51] What career progression from sales support to product manager could look like

[31:40] Heather and Steve’s takeaways from the episode