You are one good year of sales training away from dominating your marketplace.

Last week I had a “new” discovery call with a VP Sales.

I talked to this same VP a year ago.

Lost the deal to some sales trainer who promised the world with a lecture at SKO.

Shame on me for losing.

This VP decided to come back and explore the pclub.io skill transformation platform to upskill his team for this coming year.

He needed to boost his “in the teens” win rates that stubbornly remain the same as they were a year ago.

I checked my notes from the CL-Lost opp last year.

When we first spoke, he shared a few skill gaps he saw on his 20-person AE team:

Here’s What They Were Struggling With:

1. “Surface level discovery. My reps ask a couple questions, find a surface need and then BAM! Pitch.”

2. “Single-threaded. We’re too comfortable with a single champion and struggle to go high and wide in our deals.”

3. “Harbor tour demos. My reps are doing product training sessions, not sales demos.”

4. “Price negotiation. My reps are don’t know how to defend value against cheaper competitors and our discount rate is often 30%+.

Turns out…

His team is struggling with the same skill gaps today.

Nothing has changed, aside from losing a year to no progress.

So why did I lose the deal a year ago?

And why is he coming back now?

Here’s what he said last year, as he broke the bad news:

“I really like pclub. But it seems like this is going to be a slower burn in terms of the improvement I see. I need a faster fix.”

I’m not sure what that sales trainer said to this VP to win that first deal.

But I have to imagine he promised faster, bigger results than what I was promising.

And yet here we are.

A year older with nothing to show for.

Which leads me to today’s point:

Upskilling is a process. Not an event.

“One and done” sales training may be the biggest waste in business.

I take that back.

It’s not a waste as long as you know what you’re buying:

Entertainment. But not upskilling.

If you’re paying a trainer $20k to talk to your reps for half a day?

Call that what it is:

An entertainment session, sure.

A team building session, sure.

The exciting meeting of an industry celebrity, sure.

But upskilling? Behavior change?

Not gonna happen.

Now. Credit to this VP Sales…

He learned from his mistake and had decided to not make it twice.

The “slow burn” he rejected last year is now what he’s looking for.

Not that he doesn’t want instant results. Don’t we all?

But because he needs lasting, enduring skill development.

The kind that take a year or so to come to fruition… but solve the problem once and for all.

Not a flurry of excitement at the end of an SKO session.

Only to have his reps do the exact. same. thing they were doing before.

Like I always tell people…

“You’re one good year of sales training away from dominating your marketplace.”

I’m extending my personal invitation to you to do the same.

If you lead a sales team…

I’d like to show you how we can help you boost win rates and revenue.

Not instantaneously.

But durably.

Predictably.

Steadily.

Instead of struggling with “teenage” win rates…

Instead of hearing sales calls that make you cringe…

Instead of dealing with complex purchase cycles, bigger buying committees, and decisions that are made with more scrutiny…

I invite you to upskill your revenue team with up to 50 targeted skill transformation programs taught by the top 1% of revenue experts, for virtually every skill gap, topic, and role that exists in sales.

The only “short cut” that exists when it comes to upskilling a revenue team?

Admitted there are none and getting started.

Otherwise?

You spend a year trying a lot of magic bullets.

Only to walk find that you lost an entire year of progress.

One year is a hell of an expensive price tag when it comes to running a sales organization, I’m sure you’ll agree.

Click here to book your skill analysis call with us now.

Dedicated To Your Sales Success,

Chris Orlob,
CEO, pclub

P.S. Don’t forget, you’re one good year of sales training away from dominating your marketplace.

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