{"id":548,"date":"2020-11-30T17:08:31","date_gmt":"2020-11-30T17:08:31","guid":{"rendered":"https:\/\/esinstitute.com\/why-the-corporate-world-needs-a-cultural-shift-to-prize-sales-as-high-value-career-35\/"},"modified":"2024-04-02T14:59:57","modified_gmt":"2024-04-02T14:59:57","slug":"build-a-high-performance","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-post\/build-a-high-performance\/","title":{"rendered":"Build a High Performance Sales Team for 2021"},"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>Build a High Performance Sales Team for 2021<\/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-->                    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src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/hunters-race-MYbhN8KaaEc-unsplash-scaled-1-1024x682.jpg\" alt=\"Build a High Performance Sales Team for 2021\">\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%2Fbuild-a-high-performance%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%2Fbuild-a-high-performance%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%2Fbuild-a-high-performance%2F&#038;text=Build+a+High+Performance+Sales+Team+for+2021\"\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 ESI blog series, we have discussed the changing nature of successful sales skills today. We have explored the reasons\u00a0<a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">why sales roles are the hardest to fill globally<\/span><\/a>\u00a0and we reviewed the\u00a0<span class=\"green\">scope of a typical sales role<\/span>\u00a0in terms of skillsets and responsibilities. We have also considered how traditional <a href=\"https:\/\/esinstitute.com\/\">sales training<\/a> has failed to keep pace with the\u00a0<a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">complex skill requirements of today\u2019s high performing salesperson<\/span><\/a>.<\/p>\n<p>In this final part of the series, we complete the transition from the old world to the new. From the tired and dated notion of the simple and transactional sales \u2018<strong>function\u2019;\u00a0<\/strong>to the modern, relevant and complex skillset of today\u2019s sales\u00a0<strong>\u2018profession\u2019<\/strong>. From the\u00a0<strong>job<\/strong>\u00a0that people ended up in \u2013 to a\u00a0<strong>career<\/strong>\u00a0path that smart, young, skilled people aspire to. From the world of traditional and ineffective sales\u00a0<strong>\u2018training\u201d<\/strong>, to a whole new world of current, relevant sales\u00a0<strong>education<\/strong>.<\/p>\n<p>This transition is long over-due. Way back in the day,\u00a0<a href=\"https:\/\/hbr.org\/2012\/07\/teaching-sales\" target=\"_blank\" rel=\"noopener\"><span class=\"green\">Harvard Business Review<\/span><\/a>\u00a0flagged the long-standing and curious paradox that, while sales was arguably the most important capability within a corporation, there was not really anywhere one could go to learn it! That, while business schools and faculties the world over taught pretty much every business discipline from finance to marketing to HR to entrepreneurship, very few business programmes featured anything about sales. ESI was founded to change that.<\/p>\n<h2>An Effective Sales Curriculum<\/h2>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-1519\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/ESI-blog-Graphic-200x173-1.png\" alt=\"\" width=\"200\" height=\"173\" \/><\/p>\n<p>A few dynamics have come together to make this possible. The foundation stone of any effective skills development programme is its\u00a0<strong>curriculum.<\/strong>\u00a0So, to devise an effective curriculum, we needed to curate and articulate these skills into a world-class sales course structure. Then we needed to create a broad, deep and coherent learning journey that facilitates the acquisition of the right skills in a practical, effective manner. It took many years to develop the ESI curriculum so that it could address \u2013 head on \u2013 the types of skillsets outlined in a\u00a0<a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">typical sales role specification<\/span><\/a>\u00a0that we see advertised today. Happily, we nailed it!<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-1530\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/ESI-Blog-graphic-1.png\" alt=\"\" width=\"221\" height=\"200\" \/><\/p>\n<p>The curriculum reflects something that has not been openly recognised in many organisations in the past but that we know to be true (and represents the fundamental thesis of this blog series):\u00a0<strong>Sales is hard<\/strong>. It requires a broad &amp; complex set of skills. But traditionally organisations have focussed on activities like product development, marketing and accounting \u2013 with the assumption that sales will naturally \u201ctranspire\u201d. Surely when you put a great product and even better marketing plan together, sales is the easy bit, right? Wrong! Sales is hard and the time has come to recognise that fact. In so doing, organisations need to work out a way to introduce the necessary skills into the business, so that high performance sales teams can be developed in a consistent manner, to drive the business forward.<\/p>\n<h2>Sales Certification<\/h2>\n<p>And that leads us to a second\u00a0 consideration in this context \u2013 a fact hiding in plain sight \u2013 there is no globally-recognised <a href=\"https:\/\/esinstitute.com\/sales-certification\/\">sales certification<\/a> standard; no easily referenced formal qualification that marks out a sales professional as having the skillsets needed to be successful in his\/her career. This is a double whammy; on one hand, salespeople have had no way to easily demonstrate their mastery of a complex skillset, when looking for employment or promotion. On the other hand, employers have had no reference qualification to specify when recruiting staff or when trying to implement a standardised, professional and effective approach to selling across the organisation.<\/p>\n<p>Here\u2019s where the suite of ESI\u00a0<strong>certification<\/strong>\u00a0solutions comes into its own. It offers a full range of engagement options; from digital and micro-credentialing through to University rated professional diplomas.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-1531\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/ESI-Blog-graphic-2.png\" alt=\"\" width=\"232\" height=\"201\" \/><\/p>\n<h2>Develop Skills Anytime Anywhere, Implement On the Job<\/h2>\n<p>So, we have the right solution \u2013 for the salesperson and the employer \u2013 now the challenge is how to implement it without downtime on the job. Because as every educator or learning &amp; development professional knows, complex skills require time to develop and grow. Yet Employers can\u2019t afford to take the critical revenue generating engine of the business \u2013 the sales team \u2013 away from the day-job. Forget for a moment that offline, classroom-based \u2018training\u2019 is expensive: the bigger issue is that it simply doesn\u2019t work for skills development over time. This is where a digital solution comes into its own; as it can facilitate anytime, anywhere skills development; this could be out-of-office hours or it could be on-the-spot in the job, where a situation arises in real-time. With a crucial sales meeting today at 3:00pm, last February\u2019s training course is of little use. Employers and sales teams need skillsets already in place and access to current top tips and refresher learnings instantly available. There\u2019s only one place that can serve that need effectively time and time again: online.<\/p>\n<h2>Solve the Sales Skills Gap with ESI<\/h2>\n<p>There is a new path to higher sales performance and a new way to make it easier to fill sales roles. Here\u2019s 3 simple steps.<\/p>\n<ol>\n<li>Recognise the talent, expertise &amp; skills that are required to sell successfully today.<\/li>\n<li>Identify where you do and do not have those skills across your organisation.<\/li>\n<li>Solve the gaps \u2013 over time &amp; digitally \u2013 with ESI.<\/li>\n<\/ol>\n<p>Work with us to set the global standard in professional sales today.<\/p>\n<h2>Develop Skills in Sales \u2013 Across Your Organisation<\/h2>\n<p>ESI has met this challenge head-on, through our virtual, self-paced sales skills development programme. It\u2019s ideal for organisations looking to develop a\u00a0<span class=\"green\">high performance sales team<\/span>\u00a0with a standardised approach to selling that can be quickly implemented across the business. This access to new entrepreneurial sales skills will help both drive your business forward and kick-start a new sales regime that motivates staff.<\/p>\n<p>ESI offers the definitive, digital solution to upskill your sales team.<\/p>\n<p><a class=\"button success hollow\" href=\"https:\/\/esinstitute.com\/get-in-touch\/\">Talk To Us Today!<\/a><\/p>\n<p>&nbsp;<\/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%2Fbuild-a-high-performance%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%2Fbuild-a-high-performance%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%2Fbuild-a-high-performance%2F&#038;text=Build+a+High+Performance+Sales+Team+for+2021\"\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>Build a High Performance Sales Team for 2021 In this ESI blog series, we have discussed the changing nature of successful sales skills today. We have explored the reasons why sales roles are the hardest to fill globally and we reviewed the scope of a typical sales role in terms of skillsets and responsibilities. We have also considered how traditional sales training has failed to keep pace with the complex skill requirements of today\u2019s high performing salesperson. In this final part of the series, we complete the transition from the old world to the new. From the tired and dated notion [&#8230;]<\/p>\n","protected":false},"author":5,"featured_media":1509,"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>Build a High Performance Sales Team for 2021 - ESI<\/title>\n<meta name=\"description\" content=\"Break away from the dated notion of the simple &amp; transactional sales function; to the modern &amp; complex skillset of today\u2019s sales profession.\" \/>\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\/build-a-high-performance\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Build a High Performance Sales Team for 2021 - ESI\" \/>\n<meta property=\"og:description\" content=\"Break away from the dated notion of the simple &amp; 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