Thinking about training your team?

Before training your sales teams on The Challenger Sale,

I believe these 5 structural questions to be critical:

  1. Incentives: are your hunters incentivized not only on activation but also on client adoption? Revenue, retention, features...
  2. Scope: does their current scope and workload allow this significant conversational shift to happen? Initial meetings with prospects might take longer.
  3. Company: is it a company effort? Not only on BDR/AE side but Growth, Marketing and Customer Success to name a few.
  4. Ramp-up: do you have realistic expectations? Having ST inputs combined with LT outcomes.
  5. Middle management: will Team Leaders be supported? Change management takes time and effort; it should not be a one-person job.

Up next

Course Lessons

Sales industry

Sales industry

3:53
Sales profiles

Sales profiles

3:05
Sales experience

Sales experience

0:42
The Challenger Sale methodology

The Challenger Sale methodology

3:30
4 questions to ask yourself

4 questions to ask yourself

1:16
30 Leading Questions

30 Leading Questions

For managers:

For managers:

Thinking about training your team?

Thinking about training your team?