The Gartner Sales Podcast
Driving Seller Behavior Change, with Delainey Kirkwood
Nov 30, 2023
Exploring challenges in driving seller behavior change, Delainey Kirkwood discusses the impact of behavior nudges on sales transformation and the importance of aligning goals for accountability. The podcast also includes a discussion on the book 'Queen Victoria's Matchmaking'.
18:36
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Quick takeaways
- Focus on driving behaviors, not just enhancing skills, for lasting sales success.
- Align enablement efforts with sales strategies and measure specific, feasible behaviors for impact assessment.
Deep dives
Current Training Approach and Behavior Change
The podcast discusses the traditional approach to training for behavior change in sales organizations. It highlights the common reliance on skills training and communication, emphasizing the importance of focusing on driving behaviors rather than just enhancing skills. The podcast points out that training alone is insufficient in ensuring lasting behavior change among sales professionals, indicating a need for a shift in perspective towards cultivating behaviors that drive sales success.
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