As part of our new series of blogs on Sales Transformation, we’re discussing what Sales Transformation is, and Mentor Group’s unique three-pronged approach to it.
We pull on three levers of success when it comes to sales transformation; People, Process and Technology. In this blog, we’re going to look at the first of these levers, People.
We believe in the value of investing in people, equipping them with the skills, tools and resources to excel in their roles and providing them with consistent opportunities to grow. This runs through every facet of what we do and who we are as an organisation, and it is especially important as we approach sales transformation.
What does that mean practically for us?
Developing people is always more effective than hiring new people
There remains a critical question that many businesses are struggling to answer; in the quest to cover skill gaps and drive transformation, is it better to recruit new staff or to retrain your existing workforce?
The unfortunate reality is that a lot of businesses go to personnel changes as their first port of call. This mentality is generally driven by the idea that finding someone with the “right” skills to come in and be productive from day one is easier or faster than training existing employees.
Whilst this might be true in some circumstances, the reality is that in the long run, the benefits of retraining existing members of your workforce will vastly outweigh the short-term benefits of a quick hiring process.
The retraining process naturally necessitates a level of buy-in from the people you’re training, so if you have employees that are willing to retrain or upskill, you are already operating with people that are willing to learn and are engaged and invested in their role and your business.
Perhaps most importantly, you are filling key roles and skills gaps with people who already understand your business, from the practicalities all the way down to the culture. This culture or mentality fit is just as important, if not more so, than the immediate productivity you’d receive from a new hire.
Agile teams, diverse skillsets, successful sales teams
That’s why we are such strong advocates for consistent training, enablement and coaching within organisations. We strive to develop agile sales teams with diverse skillsets because we know from our years of experience in the industry that those teams, built up of people from a range of backgrounds and skills and the right mentality, are the central pillar of successful sales teams.
So whilst businesses typically look at personnel changes as their first port of call when looking to drive transformation, our first port of call is always personal development.
Further to the benefits already mentioned, there is an inherent trust that gets built when businesses are intentional in developing and growing their people. Employees feel both recognised and valued, and are far more likely to repay that recognition and value with effort, buy-in and – ultimately – productivity.
That development is not always about developing skills, however – it is more often about training your people in specific processes to keep everyone on the same page and drive best practice behaviours and mindsets.
That is precisely what we will be talking about in the next blog in this series when we talk about the second lever, Process.
Want to learn more about how we drive Sales Transformation for our clients and customers? Visit our Sales Transformation page today.