— Content focuses on methodologies and best practices for training, mentoring, and developing sales teams to improve their performance and achieve targets. —
If sales training keeps failing to stick at your company, Weinberg's argument is that you're looking at the wrong problem — and the right one is one floor up.
If your team isn't hitting its numbers, the problem probably isn't the playbook — it's where the manager is sitting when the calls go out.
Most managers instinctively soften bad news with encouragement. Weinberg's argument is that doing so in the wrong meeting is exactly why underperformers stay comfortable enough to keep underperforming.
If your pitch starts with how long you've been in business, you've already lost the room. Weinberg's live demonstration of what to say instead is concrete enough to use tomorrow.
If your sales team keeps underperforming, the problem might not be the team. Weinberg's uncomfortable thesis is that executives are often the last to see it.