Learning how having an ingrained sales process helps with training featuring Dina Gallay

Adopting a sales methodology can help develop a successful sales process because it provides sales reps and managers with a scalable and predictable way of operating that ultimately determines the organization's ability to improve win rates. Further, it is critical that as many people as possible in the organization should be fully trained in the sales methodology to apply it successfully. 

But in many companies, even if the entire company has undergone comprehensive long-term methodology training by experts, employees may struggle to provide that level of training to others. In that case, the company has to allocate money from its budget to train new people on their methodology.

Dina Gallay, Senior Specialist in Sales Enablement at Relativity, suggests a scalable way to train employees in the company’s sales methodology. "It's shadowing people, providing the resources (the talk tracks, the questioning strategies, objection handling), and a lot of role-play," says Dina.

In this episode of Taking the Lead, Dina explains why she left people leadership and moved into the sales enablement sector. Dina and our host Christina Brady get into the similarities and differences between sales enablement and sales leadership and discuss the sales process and methodology.