Software for Doing Good

Sales training does not end when onboarding ends.That is one of the biggest takeaways from my conversation with @Danielle Stinson-Hill, Chief Revenue Officer at @FrontStream.Danielle leads a remote sales team selling into one of the toughest markets imaginable: nonprofits.Her reps face limited budgets, crowded competition and a job that is 75% outbound leads!Yet her average salesperson stays far longer than the SaaS industry average.Why?They do not confuse training with learning.Danielle’s team:Role-plays constantlyRecords and reviews sales callsUses AI to uncover missed questionsMeasures coachability during onboardingApplies feedback on the very next callReceives clear expectations from day oneHer message to sales leaders was direct:“If I can’t show them how to do their job in real time, there’s a problem.”I agree.A sales manager does not earn credibility through a title.You earn it by knowing how to diagnose a call, ask the next question and demonstrate what better looks like.Training is an event.Coaching is a management discipline.Your salespeople do not need another person telling them what to do.They need a leader who will show them how, watch them try, provide specific feedback and stay with them until they get it right.If your team is underperforming, look at the coaching before blaming the players.