This requires a great product that solves a real challenge (obviously), a really well-built onboarding process, attainable career ladders, and a great culture. “In 2016, we’re focusing on building our environment for sales success. I asked a few of my veteran sales colleagues at high-growth startups, and here’s what they had to say: People So any sales training or consulting that doesn’t focus on technology as a key aspect of the sales process and deliverables is missing out on a huge piece of the puzzle.īut there are plenty of other things that have sales leaders excited for the years to come, including changes that deal specifically with salespeople, clients, and processes. In fact, organizations with more than 90% CRM adoption see selling time for sales reps increase almost 10%. But more importantly, they can do more in terms of selling. With sales technologies like CRMs and email sending platforms, salespeople can do so much more in terms of research and automation. Zig Ziglar and Brian Tracy’s methods are what got me to be a high performing rep in 2006, but that was in the infancy of modern sales culture and technology.

The problem is that they haven’t evolved. In fact, they have a lot of great tips that are still relevant today. Training processes and procedures such as that of Dale Carnegie’s in the 20s, the Sandler Method of the 60s, and Miller-Heiman’s Strategic Selling of the 70s aren’t universally wrong. A lot of sales leaders look at these issues through a lens of “yeah, I heard about that but we just invested in Miller-Heiman Blue Sheet, which was invented X years ago, and it’s working well for us now.

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