When it comes to sales training, the world has at last taken a step forwards.
The traditional method used to drive sales reps has for many years been based on a single, one-dimensional outcome. Reps get rewarded when a deal closes. Simple.
The thinking has always been, if we pay reps handsomely when the deal closes they will move mountains to make it happen. When the sales year ends, sales managers then celebrate the top performers and fire the bottom performers. At which point, the time consuming and risk laden task of hiring in more top performers begins.
This approach is increasingly seen as sub-optimal. As a result, many sales leaders have turned to behavioural motivation, the latest innovation in sales training.