{"id":527,"date":"2020-11-13T10:04:18","date_gmt":"2020-11-13T10:04:18","guid":{"rendered":"https:\/\/esinstitute.com\/why-the-corporate-world-needs-a-cultural-shift-to-prize-sales-as-high-value-career-14\/"},"modified":"2024-04-02T14:59:51","modified_gmt":"2024-04-02T14:59:51","slug":"develop-and-standardise-team-sales-skills","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-post\/develop-and-standardise-team-sales-skills\/","title":{"rendered":"Develop and Standardise Team Sales Skills"},"content":{"rendered":"<section class=\"single-news block-section alignfull\">\r\n    <div class=\"grid-container\">\r\n        <div class=\"grid-x\">\r\n\t\t\t                <div class=\"cell small-12\">\r\n                    <div class=\"single-news__title\">\r\n\t\t\t\t\t\t<h1>Develop and Standardise Team Sales Skills<\/h1>\n                    <\/div>\r\n                    <div class=\"single-news__author\">\r\n<!--\t\t\t\t\t\t--><!--\t\t\t\t\t\t\t--><!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"single-news__position\">\r\n                        <!--\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"rel-wrap\">\r\n                        <div class=\"single-news__main\">\r\n                            <div class=\"single-news__featured hide-for-large\">\r\n                                <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/scott-graham-5fNmWej4tAA-unsplash-1200x801-1-1024x684.jpg\" alt=\"Develop and Standardise Team Sales Skills\">\r\n                            <\/div>\r\n                            <div class=\"single-news__float hide-for-small show-for-large\">\r\n                                <div class=\"single-news__featured\">\r\n                                    <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/scott-graham-5fNmWej4tAA-unsplash-1200x801-1-1024x684.jpg\" alt=\"Develop and Standardise Team Sales Skills\">\r\n                                <\/div>\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdevelop-and-standardise-team-sales-skills%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdevelop-and-standardise-team-sales-skills%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdevelop-and-standardise-team-sales-skills%2F&#038;text=Develop+and+Standardise+Team+Sales+Skills\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n\r\n                            <div class=\"grid-x\">\r\n                                <div class=\"cell small-12 medium-shrink align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t                                        <div class=\"single-news__types\">\r\n\t\t\t\t\t\t\t\t\t\t\tNews                                        <\/div>\r\n\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                                <div class=\"cell small-12 medium-auto align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                            <div class=\"cat-label\"\r\n                                                 style=\"--color: \">\r\n\t\t\t\t\t\t\t\t\t\t\t\tBlog Post                                            <\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                            <\/div>\r\n\r\n\t\t\t\t\t\t\t<p>In this series, we have explored \u00a0<a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">why sales roles are so hard to fill globally<\/span><\/a>\u00a0and we have reached a simple conclusion \u2013 far from being made easier by technology, selling has become\u00a0<strong><em>hard<\/em><\/strong><strong><em>er<\/em><\/strong>: And it demands an increasingly complex and sophisticated set of skills.<\/p>\n<p>In real world job postings, we see the significant disconnect between the \u2018functions\u2019 of the typical sales spec today and the \u2018qualifications\u2019 \u2013 what we at ESI would call\u00a0<strong><em>skills<\/em><\/strong>\u00a0\u2013 required to carry out those same functions:<\/p>\n<table>\n<tbody>\n<tr>\n<td width=\"326\">\n<h4 data-fontsize=\"18\" data-lineheight=\"30\"><strong>Functions<\/strong><\/h4>\n<\/td>\n<td width=\"326\">\n<h4 data-fontsize=\"18\" data-lineheight=\"30\"><strong>Skills<\/strong><\/h4>\n<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Follow-up<\/td>\n<td width=\"326\">Metrics-driven<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Facilitate<\/td>\n<td width=\"326\">Goal-oriented mindset<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Host<\/td>\n<td width=\"326\">Ideate editorial sensibility<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Write<\/td>\n<td width=\"326\">Comfortable with rejection<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Draft<\/td>\n<td width=\"326\">Have a thick skin<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Maintain<\/td>\n<td width=\"326\">Behavioural skills<\/td>\n<\/tr>\n<tr>\n<td width=\"326\">Research<\/td>\n<td width=\"326\">Strong verbal, written &amp; communication skills<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Exude interpersonal skills<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Empathy, active listening &amp; executive presence<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Project management<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Problem Solving<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Organisational skills<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Attention to detail<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Strong execution &amp; follow-through<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Work ethic<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Grit<\/td>\n<\/tr>\n<tr>\n<td width=\"326\"><\/td>\n<td width=\"326\">Comfort with fluid environments<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>&nbsp;<\/p>\n<p>Looks quite stark, right?<\/p>\n<p>It is this disconnect between the traditional functions of a sales executive and the skills that they require to perform those functions that underpins everything we do at ESI. Employers lose billions in sales performance every year; not because they don\u2019t recognise the difference between the \u201cskills\u201d and the \u201cfunctions\u201d of a sales executive: but because they don\u2019t know how to identify or develop the necessary <a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">soft skills in sales<\/span><\/a>, in the first .<\/p>\n<p>At ESI, we are in constant dialogue with our customers and partners about this subtle distinction between sales operation (or function) and sales skill. We hear our customers bemoan the fact that their team is struggling with \u2018prospecting\u2019 or \u2018negotiation\u2019 or \u2018outbound\u2019 or some other generic activity. What\u2019s even more concerning for them is that they have tried all the usual &#8216;<a href=\"https:\/\/esinstitute.com\/\">sales training<\/a>\u2019 solutions We all know that there are some superb programmes that cover topics like \u201cNegotiation\u201d or \u201cTime Management\u201d based upon decades of research into best practice in selling. At the other end of the scale, you don\u2019t have to look much beyond YouTube to discover how to make a cold call or research your target persona on the internet. So, what\u2019s the problem?<\/p>\n<p>They don\u2019t work!<\/p>\n<p>Sales today, as evidenced by the table above, is not simple. It\u2019s not some programmatic, linear process that yields the same, consistent results day-in, day-out. Businesses\u2026and customers\u2026.and people\u2026.and the solutions they require, all demand different approaches. And to achieve a successful outcome, a professional engagement that is responsive to each parties\u2019 needs, is essential. This involves bringing everyone together on a shared, positive journey to conclude the transaction. Ideally this engagement is led by a real live person who has all the soft skills that are listed in the table above, and more. The sales professional needs to lead the process by being responsive, agile and reflective. Not to put too fine a point on it, the sales process needs to be led by a person who can\u2026..Think!<\/p>\n<p>That complex ability to think, to be responsive and to make every customer engagement and solution feel almost bespoke to that customer, does not come easily. The skills above cannot be developed in a 2 day training course or by watching a YouTube video. These skills include a set of high-order cognitive abilities, advanced professional competencies and a mindset that drives high-performance.<br \/>\nSo, how do you teach sales skills? Those who recognise the complexity of the skills needed, will also understand that these competencies need time to be developed. One of the main ways this can be done is through \u201clearning on the job\u201d and gaining sales experience within the organisation. But structured learning and clear direction is also essential to upskill sales teams. Yet how can organisations implement an <a href=\"https:\/\/esinstitute.com\/\"><span class=\"green\">effective sales skills programme<\/span><\/a> across teams \u2013 without taking people away from what they were hired to do?<\/p>\n<p>Almost an impossible task? No, not now\u2026..<\/p>\n<h2><img decoding=\"async\" class=\"size-medium wp-image-1540 aligncenter\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/ESI-Graphic-600x419-1-300x210.png\" alt=\"\" width=\"300\" height=\"210\" srcset=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/ESI-Graphic-600x419-1-300x210.png 300w, https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/ESI-Graphic-600x419-1.png 600w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><br \/>\nDevelop <span class=\"green\">Soft S<\/span><span class=\"green\">k<\/span><span class=\"green\">ills<\/span> in Sales \u2013 Across Your Organisation<\/h2>\n<p>ESI customers have met this challenge head-on, through our virtual, self-paced <a href=\"https:\/\/esinstitute.com\/programme-overview\/\">sales skills development programme<\/a>. The course is ideal for sales teams working remotely or from a variety of locations. It enables individuals to get an overview of all the core skills needed to sell successfully and to deep-dive into modules where their personal skills need to be upgraded. For organisations, it facilitates a standardised approach to selling that can be quickly implemented across the business. It is also highly motivational for sales professionals, improving their focus on driving their own sales performance.<\/p>\n<p>ESI offers the definitive, digital solution to upskill your sales team.<\/p>\n<p><a class=\"button success hollow\" href=\"https:\/\/www.esinstitute.com\/talk-to-an-expert\/\">Find Out More!<\/a><\/p>\n\r\n                            <div class=\"hide-for-large show-for-small\">\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdevelop-and-standardise-team-sales-skills%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdevelop-and-standardise-team-sales-skills%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fdevelop-and-standardise-team-sales-skills%2F&#038;text=Develop+and+Standardise+Team+Sales+Skills\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n                        <\/div>\r\n                    <\/div>\r\n                <\/div>\r\n\t\t\t        <\/div>\r\n    <\/div>\r\n<\/section>\r\n","protected":false},"excerpt":{"rendered":"<p>Develop and Standardise Team Sales Skills In this series, we have explored  why sales roles are so hard to fill globally and we have reached a simple conclusion &#8211; far from being made easier by technology, selling has become harder: And it demands an increasingly complex and sophisticated set of skills. In real world  job postings, we see the significant disconnect between the \u2018functions\u2019 of the typical sales spec today and the \u2018qualifications\u2019 \u2013 what we at ESI would call skills &#8211; required to carry out those same functions: Functions Skills Follow-up Metrics-driven Facilitate Goal-oriented mindset Host Ideate editorial sensibility Write<\/p>\n","protected":false},"author":5,"featured_media":1522,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[9],"tags":[],"news_type":[16],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Develop and Standardise Team Sales Skills - ESI<\/title>\n<meta name=\"description\" content=\"Far from being made easier by technology, selling has become harder: And it demands an increasingly complex and sophisticated set of skills.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/esinstitute.com\/blog-post\/develop-and-standardise-team-sales-skills\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Develop and Standardise Team Sales Skills - 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