How to Kick Sales Reps Out of Their Comfort Zone

Who’s winning in sales today?

Salespeople who can step outside their comfort zone and embrace new ideas, new markets and new techniques.

As a sales manager, you can’t count on your salespeople to do it on their own. Too often, they’re stuck doing the same old things the same old way, getting the same old results.

You need to build an organization that encourages them to embrace change rather than resist it, and seek out the knowledge and skills they need to navigate an always-changing sales landscape.

In her 2014 bestseller Agile Selling, Jill Konrath took a deep look at what it takes to create “agile” salespeople. She’s spent years helping sales leaders build sales forces who can keep up with change. In this webinar, she shares hard-won lessons that can help you build an agile sales culture in your organization.

Among the topics she’ll discuss:

• Key characteristics of the “new buyer” – and why traditional sales techniques often backfire with them
• Why salespeople must be perpetual students – of their customers, their industry and their profession
• How to align your policies and practices to support sales agility – from hiring to development to performance management to compensation
• What learning looks like in an agile sales organization
• What salespeople expect of you and your organization when it comes to training
• Obstacles to creating an agile sales culture and how to overcome them

Speaker

Jill Konrath

Author of Agile Selling

Jill Konrath is an internationally recognized sales acceleration strategist and bestselling author. Her newest book, Agile Selling, soared to the #1 sales book on Amazon within hours of its release. Her previous two books, SNAP Selling and Selling to Big Companies, have been in Amazon's Top 100 Sales Books since their release. Fortune magazine selected Selling to Big Companies as one of 8 "must reads" for salespeople along with classics such as How to Win Friends and Influence People. Jill began her sales career at Xerox, then moved into technology sales and finally she sold services. As a consultant, she's worked with companies like IBM, GE & Staples. Jill is on the front edge of what it takes to be successful today — with fresh strategies for selling to the modern buyer.