Sadly, the trend in developing sales people skills is toward a higher level of prescription. We provide email sequences, we script conversations and talking points. We try to formularize all the activities our sales people do with customers.
But the world is complex, what our customers face is complex, what our people face is complex. Things change constantly, each customer situation is unique–to them, at a moment in time.
We can’t possibly think of everything out people will face, scripting how they handle these situations. Yet, we continue to spoon feed them everything we think they need.
And the results they produce are declining.