Ian Altman emphasizes the importance of identifying and addressing the top obstacles to sales performance, prioritizing opportunities for growth. He advocates for a tailored approach, focusing on specific problems and scenarios, building muscle memory, and developing targeted skills that can be applied broadly across the organization.
Biggest Mistakes
- Trying to do too much, too quickly, which is like trying to boil the ocean.
- Attempting to change every behavior, focus on every nuance, and change the entire process from beginning to end.
- Taking a generalist approach and casting a wide net, which captures a lot of junk along the way.
- Overwhelming salespeople by asking them to apply new approaches in every scenario and situation.
Best Practices
- Focus narrowly on specific areas that will move the needle the most, rather than trying to change everything at once.
- Identify the three biggest areas where the team is getting stuck and focus on fixing those.
- Determine which specific types of opportunities will drive the most growth.
- Ask each salesperson to identify two opportunities per week that fit into the target category and practice the new approach before contacting clients.
- Start with a hyper-specific approach and then gradually expand its application to other scenarios.
- Focus on the problems that you solve for specific types of clients or industries.
- Practice and refine the new approach regularly to build confidence and muscle memory.
