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