Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team.
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Over the past few months, I’ve sat with many new sales enablement professionals to coach them on how to structure the function within the sales organization. What is common across these new sales enablers is an uncontrollable panic: Why would a tenured sales organization listen to them?
My very first sales job was during the summer between my first and second year of university. My dad had a close friend who owned his own company, and because his friend was a decent guy, he took me on as his paid intern for the summer.
It’s remarkable how when you’re in line at a coffee shop, everyone in line goes out of their way to not look at each other.
You’re all there for the same reason: ridiculously overpriced espresso drinks served by disinterested hipsters. You would think the common interest would be grounds for light conversation as you waited. Yet, you go out of your way to look at your phone, or stare at the floor, or silently peruse the pastry display internally debating whether to get that cake pop or not. I mean, it’s only 120 calories! I’m probably burning that many just standing here in line.
It’s a sunny Wednesday morning, and you’re at your desk, snuggling into your second cup of coffee as you respond to various emails. Your phone rings, and without looking at the call display you answer; because talking to someone on the phone is WAY better than responding to a chain of emails, right?
