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The definition of insanity when it comes to real-time sales coaching

The Definition of Insanity when it comes to Sales Coaching

In our world of real-time sales coaching, we have a front row seat to watching managers and coaches not only participate in insanity everyday, but justify their behavior with logic and “results”.

Now let’s bring this back. When asked for the definition of insanity, most folks know the one incorrectly attributed to Albert Einstein which is “doing the same thing over and over again and expecting different results.”

Yes, I said incorrectly, because even historians cannot agree on whether it was Benjamin Franklin or Albert Einstein who coined this phrase.

The reality is, it started to be shown in common use sometime in the 19th century and everyone from Narcotics Anonymous to Rita Mae Brown, in her book, “Sudden Death” all lay a claim to fame on the definition.

The actual definition of insanity is “the state of being mentally ill, madness.” Upon even a cursory glance, the one popular culture has accepted and the actual definition are not terribly far apart.

 

How does this apply to sales coaching?

One could argue that traditional sales coaching is the shining definition of madness, especially in the light of real-time sales coaching software that serves to replace the job of manual coaching done today.

Would we not argue someone is indeed mad if they pounded their head against the same wall, over and over again?

Would we not argue that someone is mad if they continued to cut themselves with a knife hoping to build up a tougher scar, faster?

In both cases, we would argue that the person is mad.

Let’s take another example of a sales process. Managers and leaders still listen to call recordings for hours on end, schedule time with the rep or agent to discuss what happened (and why it did not go right), still do a couple role playing sessions, and then send that person back out to the phones.

Worse yet, VP and C-level leadership still do not understand the cost of lost revenue not only their top line, but their bottom line.

Think about it this way, in a recent survey we did, we found that 30% of a manager’s time was spent coaching. In the same survey we found that reps still missed 6-10 opportunities a week.

Do that math real quick, does it make sense?

Company leadership, why are you still justifying this expense when it comes to your sales strategy, and in the same sentence condoning (and being frustrated) the results?

 

Revamping your sales process

The old math of sales doesn’t work anymore, it is not as simple as inserting a rep on the front line and six-months later expecting the same repeatable revenue. Failing to recognize change is madness, failure to understand the rate of change in the world around us is madness, failing to accept technological advancement as it pertains to your role is insanity.

Maybe the problem is in the “masses of asses” fallacy? As a VP of (insert whatever your role is), the more people I can say I managed on my LinkedIn, the better.

Consider the alternative, deploying a real-time sales coaching solution that allows you to scale a team of 20 (or for some of our customers 30) reps with only one manager?

Which would you rather have on your team?

An effective team of 20 that only needs one Manager, or an effective team of 20 that needs two or three Managers?

Which one is more efficient?

That is the value that real-time sales coaching brings to your organization, less headcount, more efficiency. In every other department in your company this is the expectation, do more with less. Why is it that when it comes to the sales team, pounding your head against the same wall is the only acceptable answer?

 

Adapting your sales strategy in this economy

With inflation on the rise, a recession already at the kitchen table and layoffs littering your LinkedIn feed, maybe it is time to stop the madness and stop trying to achieve the same results, with the same techniques that keep you up at night, every night.

Try real-time sales coaching and stop the insanity.

Or if you’re not ready, why not change up your sales process? Just because something worked in the past doesn’t mean it’s going to work today.

If you want to try something outside the norm, take a look at these sales tactics that actually work (but most people don’t agree with). We’ve tried all of them, and in the right context they can be a game changer. However, be careful as they depend on the situation you are in with your prospect.

If you’re looking for other sales strategy or sales process advice, we have lots of free resources to help you on your journey.

If you’re interested in seeing real-time sales coaching in action, book a quick demo with us.

Author

Greg Reffner - CEO

As one of the very first power users of Conversational Intelligence as an Account Executive, Greg fell in love with how technology enabled his success. As Abstrakt's leader, his vision and "why" is to help every sales rep and leader avoid the pain of missing their number.