Navigating the Shift: Sales Training Challenges

This chapter explores the difficulties of transitioning from traditional sales training to virtual formats, emphasizing the importance of focusing on customer needs over overwhelming them with information. It highlights common mistakes made by entrepreneurs during sales calls and underscores the necessity of hiring skilled sales professionals rather than relying on well-meaning amateurs. The discussion also differentiates the roles of innovators and salespeople, advocating for specialization to enhance both sales outcomes and innovation efforts.