Chuck Thokey argues that sales organizations should focus on intensive, repeated training until salespeople master closing. The product, he says, is secondary. Training is the main job for the next years.
First of all, we got to get you to the next level. That next level is a sales and marketing organization that just happens to sell Ruby, because after that, then we need to go to level three because we're in stack classes about training, organization. He goes, wow. I said, we're going to train your salespeople like they've never been trained before. The only job that I have over the next couple of years is training. And then when they're sick of training, we're going to train some more. But these guys, better note, are going to to know everything there is to know about sales and how it closed.
