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  1. Chuck permalink

    Excellent distinction you make here. In a similar vein when I was a Manager I would have salespeople write a telemarketing script, complete with decision tree paths. Most salespeople didn’t like to do it. But like the planning exercise above, the process of completing the exercise was the benefit – not the words on the piece of paper.

    The purpose of the exercise was to get the salespeople to truly think about the product and the solutions. It also forced the salespeople to research the industry we were serving so that they understood the challenges and how our products provided value.

    • Chuck: First it’s great to hear from you! It’s hard to believe 2 years have passed since we spoke. I really love the example you cite here. It’s a powerful way to get sales people to think differently, to learn and to have a great impact. Thanks so much!!

  2. Martiey Miller permalink

    Right on point as always Dave! We are teaching our new sales hires to think strategically and critically about their territory plans without a lot of prescriptive or mundane practices. Your point of view and experience affirm we’re on the right path!

    • Martiey, thanks so much for your comment! I also loved your comment on your LinkedIn update: Yes! Critical thinking and strategic execution are worth their weight in gold. Forms are worth their weight in paper.

      I’d love to learn more about what you are doing in developing critical thinking skills and embedding critical thinking in to training programs.

  3. Dave! Glad that my comment inspired you to write another post, that’s what I call value co-creation 🙂

    I love your thoughts here, and the role of sales management you described, when it comes to account planning and account management!
    And I love “Do not let form triumph over substance.” It’s awesome.
    I will check out the book!

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