#67 Is Sales Training & Consulting Broken?

Driving B2B Sales Revenue

ABOUT THE GUEST: Ken Lundin, Founder of Ken Lundin & Associates
Ken Lundin found his mission while standing in his front lawn in Atlanta in 2011, when he learned from the people who had purchased it that his house had been sold by the bank. With his business - and the last 6 years of his life - up in smoke, he took a mid-level sales position and over the course of the next 2 years was offered 2 promotions attaining the role of SVP of Sales within two years. With his unique perspective on thriving during difficult times and his considerable sales acumen, he soon became a consultant in order to bring his systematic process to other companies, helping them adapt to difficult changes and to thrive in uncertain times.
Check out Ken on the web here: https://kenlundin.com/
Or connect with him on LinkedIn here: https://www.linkedin.com/in/kglundin/
ABOUT THE EPISODE:
Is sales training and consulting broken?
Ken Lundin thinks so. In this episode he starts by painting the picture with a car analogy - where all four tires go flat at once - and if the car is your business and each tire is one part of your sales org, you are not going to get back to driving by fixing just one tire!
Sales organizations are systems, and to help them thrive you need to take a systemic view of them and approach to fixing them.
When sales training or coaching focuses on just one thing, which is usually the case, it just doesn’t work.
Listen in as Ken unpacks not only the problem with this myopic approach so prevalent in the sales training and consulting industry, but the way to fix it and a better approach to sales team improvement efforts.