Did you know there's a global shortage of sales talent? That's the provocative question we tackle head-on with our guest, Alan Maguire, Founder of ESI in our latest episode.
Evolution of Technology (7:14)
Alan delves into the transformation of sales skills due to technology. Around a decade ago, there was a perception that technology would replace salespeople, leading to a lack of investment in their development. However, the influx of technology actually increased the value of sales skills. Despite buyers being better informed, they now demand a more skilled and collaborative sales experience. Technology halted skill development temporarily but ultimately elevated the skill requirements. Alan believes that recognizing the newfound importance of sales through proper credentialing and certification can lead to qualified individuals driving boardroom discussions, aligning with the profession's true significance.
E-learning (10:09)
Paul and Alan delve into how e-learning and technology are reshaping sales skills. Alan points out a paradox in digital learning's impact on certain skills and introduces ESI, which nurtures vital higher-order cognitive abilities essential in sales roles. These often-forgotten skills include initiative, creativity, and problem-solving. Alan emphasizes that ESI's curriculum is tailored to cultivate these skills over time and on the job, leveraging the unique advantages of digital learning. He also touches on the specific skills sought by executives in sales professionals, including effective listening, engaging with senior executives, and cultivating confidence, ultimately highlighting the importance of these skills in contemporary sales environments.
Navigating Confidence Factors (20:50)
Paul recounts a recent conversation with Casey Jay Cox, where the theme of confidence is discussed in relation to three key factors: identity, humility, and transparency. These factors contribute to effective salespeople who can collaborate, communicate, and stand behind their recommendations. Alan responds by highlighting the subtext in how salespeople are treated within organizations, facing unique pressures to know everything without the collaborative support enjoyed by other functions. He emphasizes the need for a sophisticated skill set that integrates collaboration, credibility, and vulnerability. Alan discusses ESI's training approach when Paul asks about their training levels. He highlights their emphasis on equipping front-line sales practitioners with skills. Additionally, he mentions their attention to sales leadership development and fostering a positive organizational culture. Alan underscores the significance of recognizing the global sales talent shortage and the imperative to invest in skill development. He also emphasizes that solely increasing recruitment efforts without simultaneous skill enhancement would be ineffective.
Tune in to explore the skills driving sales excellence with Alan today! Discover how skills have evolved, and why investing in sales talent is crucial.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
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