It's as true for large enterprise sellers as your local car dealership. So what's the problem?

Enterprise sales teams have become bloated and isolated. They've deluded themselves into thinking that updating CRM, creating presentations, doing MEDDIC analysis will turn into more sales.

That finding and engaging prospects is for BDR/SDR teams and marketing.

In other words, they've become account managers, not salespeople.

This is not entirely their fault. Pick up almost any book on sales and it will go into great detail about "selling value", qualifying deals, optimise pricing, managing your forecast. Anything but the true essence of sales -> Finding and closing new business day by day.

Sales is the tip of the spear, the frontline, the boots-on-the-ground. Marketing, BDRs, events (while crucial) are support.

From the CRO down to the individual seller, teams have lost touch with what it means to be in sales and to run a top-notch sales organisation. Ask them what their sales process is and they'll open CRM (not a process).

From basic day-to-day operating rhythm and cold call training to deal reviews and useful forecast calls, teams are losing touch with the core skills.

Ask yourself;

- When was the last time you practiced or overheard a cold call? (responding to inbound or calling existing customers doesn't count)

- If you asked someone to make a call right now, could they? And would you cringe or high-five them when you listen to it?

- How many meetings with new potential prospects does each AE/sales-rep have per week?

- What does your weekly sales-activity report look like? can you tell if you're on track? (not their forecast)

- If your sales manager disappeared tomorrow would the team know what to do?

If any of the above makes your uncomfortable, that's ok - but maybe we should talk.