Jack Barker, who served as CEO of Pied Piper on HBO’s hit comedy Silicon Valley, has a great tip. “The way you keep the best sales people is you need to give them something easy to sell. Otherwise they just go somewhere else.” It’s funny because it’s true.
A product or service that solves a meaningful problem better than the next best alternative is easy to sell. The sales team will crush their numbers, as will the rest of the team.
The corollary to this is that products or services that don’t solve meaningful problems are very difficult to sell. All the sales training in the world isn’t going to fix that problem. For that matter, all the inbound and outbound marketing campaigns in the world aren’t going to fix it either.
Take a closer look at the sturdy step stool model and think about which part is causing structural instability. Maybe it’s not the sales team’s fault after all.
If you could use help putting it all together…