How to set up your new sales people to fail

We wouldn't give our new engineers a toolkit, a stack of manuals, and then expect them to fix every electrical or mechanical fault on their own, would we?

Even sending them on quick courses doesn't provide the depth of knowledge or experience needed for real-world problem-solving. While growth often happens in the deep end, it still demands a support structure alongside.

Why we treat Sales differently

So why do we apply this costly double standard to our sales teams? We spend hard-earned money on those generic two-day sales courses.

You know the drill:

• 🛠️ Generic Content: Open to every sector - not tailored to your high-value electromechanical, mechanical or engineered products.

• 🧠 Rinse and Repeat: Covers basics you already know, alongside things irrelevant to your business.

• 🗣️ Focus Drift: The spotlight shifts to the loudest voices asking questions that don't matter to your bottom line.

You need to dwell on something critical, but the trainer moves on. They need to hit their course promises for the feedback form. "Ask later," they say - the same advice given to everyone else.

You leave with "lightbulb moments", some great universal sales principles such as 'the importance of value' and a list of things to try. But have you gained a deep understanding?

Do you know the reasons why, or how to tweak the process when things don't work?

The Three-Month Fallacy

You leave the training all fired up, ready to tackle the whole world. You have a stack of plans:

• 📈 Increase prospecting.

• 💰 Boost the pipeline.

• 📣 Dominate social media.

• 💡 Ideas for the marketing team.

  
  

Three months later, what exactly has changed? Have you tracked your progress? Prioritized what made the most difference? More importantly, did you have someone to turn to when things inevitably didn't go to plan?

The Alternative: Accelerated Growth

So what is the alternative?

Invest your money into a sales coach. This is not another course; it's ongoing 1-to-1 support tailored precisely to your team and your specific challenges and products.

A coach ensures you achieve:

• 🎯 Precision Learning: Tailored to what you know and what you need next.

• 🔑 Principle Mastery: Understanding why things work, not just what to do.

• 🔄 Flexibility: The ability to adapt processes to any situation you face.

Coaching enables accelerated personal growth, which directly leads to accelerated business growth and a superior return on your investment.

At Coach My Sales we offer bespoke 1-to-1 sales coaching that delivers the results that you are aiming for. Go to our booking page

now to book a free initial chat.