In this episode, Brian Dietmeyer talks to Terry Arnold, a seasoned member of the Sales Enablement Collective, about the challenges and misconceptions surrounding sales training and methodology. They dive into the pitfalls of relying solely on traditional sales training to solve revenue issues and emphasize the importance of fostering a disciplined sales culture. Terry shares insights from his extensive experience, highlighting the need for a structured approach to achieve behavior change and performance objectives.

Timestamps:

01:11 The ineffectiveness of large-scale sales training

03:00 Importance of a structured sales discipline and culture

04:17 The cost and opportunity cost of sales training

07:07 Embedding training into the organization's DNA

13:06 Importance of consistency and discipline in sales training

21:16 Ownership and accountability in sales behavior change

24:09 The impact of AI on sales training and measurement