Stop Training Your Sales Team!

By Gil Cargill, Sales Acceleration Coach

The headline of this article may sound like blasphemy from a sales trainer who has more than 38 years of experience training salespeople, but it is a heartfelt suggestion. When many CEOs and business owners see revenue problems, they default to a statement like, “Let's get some sales training going.” Whereas, in reality, I believe the same CEO will realize a far greater improvement when he/she trains their company to sell.

While writing my book The New Math of Sales Excellence, I realized that many sales suppressors exist within companies. In The New Math of Sales Excellence, we document that there are five metrics — and only five metrics — that can be applied to accelerating profitable revenue acquisition and/or, inversely (or should I say perversely), can and do suppress the acquisition of profitable revenue.  Let's take a look at each of these metrics.

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