The Diagnosis Problem & the Dream Manager | Field Notes Ep. 12

Two topics. Against the clock. Most sales training misses the mark, not because the training is bad, but because nobody diagnosed the actual problem before commissioning it. Gut feel and guesswork are not a diagnosis. This episode is about how to identify the real root cause of a performance gap, why "we need MEDDICC training" is almost never the answer it seems, and what it takes to build a narrative compelling enough to get everyone in the room aligned, including the people who would rather spend the budget somewhere else. Then there's a different kind of leadership question. Most managers know what their people's targets are. Very few know what their people's dreams are. This episode is about why that gap matters, what the English dream reveals about how we think about ambition, and what happens to a sales team when the manager starts to manage around what people actually want out of their lives, not just out of their quarter. New episodes every week with James Bissell and Rich Washington. Set the chicken. We're on the clock. -- Field Notes is sponsored by Tick Talent and The Revenue Enabler. If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/The Revenue Enabler: https://therevenueenabler.com/Tick Talent: https://www.tick-talent.com/ #FieldNotes #SalesEnablement #SalesLeadership #GoToMarket #SalesTraining #SalesDiagnosis #RootCause #SkillsAudit #ForgettingCurve #DreamManager #SalesCoaching #LeadershipDevelopment #B2BSales #RevenueLeadership #SalesPerformance #SalesProcess #TechSales #StartupSales #ScaleUp #B2BPodcast #SalesPodcast Hosted on Acast. See acast.com/privacy for more information.