Winning at Selling Podcast : Episode #694

November 13, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home improvement, senior care, children’s services, etc.) the best close might happen on the first visit.  Do you want to be strong in influencing or persistent in follow-up to make a sale?

Join Bill and me as we break down How to Close on the First Appointment (Part 2 of 2) by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 694 of the Winning at Selling Podcast.

Golden Nuggets:
“The way to get started is to quit talking and begin doing.” – Walt Disney

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– 7 Ways to Close on the First Appointment Handout: Click here
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

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Filed Under: Podcast

Winning at Selling Podcast : Episode #693

November 6, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Few business challenges are more painful than hiring a salesperson who interviews well but fails to deliver. A poor producer can cost your company six to seven figures annually in salary, training, lost customers, and missed opportunities. While most sales leaders say they want reps with “fire in the belly,” few know how to identify it reliably. In this episode, we reveal the proven, scientific formula: the three non-teachable traits that define top Hunter salespeople. You’ll learn how to spot these traits in your candidates before hiring — so you can build a team of true producers, not pretenders.

So, pay heed as Scott and I welcome author and researcher Dr. Chris Croner to reveal how you will Never Hire a Bad Salesperson Again on Episode 693 of the Winning at Selling podcast.

Golden Nuggets:
“Never hire someone who knows less than you do about what their hired to do.”
— Malcolm Forbes

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– SalesDrive – https://salesdrive.info/
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Podcast Form / Offer Interest Form

  • This field is for validation purposes and should be left unchanged.
  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Filed Under: Podcast

Winning at Selling Podcast : Episode #692

October 29, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home improvement, senior care, children’s services, etc.) the best close might happen on the first visit.  Do you want to be strong in influencing or persistent in follow-up to make a sale?

Join Bill and me as we break down How to Close on the First Appointment (Part 1 of 2) by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 692 of the Winning at Selling Podcast.

Golden Nuggets:

“Pay any price to stay in the presence of extraordinary people”  Mike Murdock – Author

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– 7 Ways to Close on the First Appointment Handout: Click here
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Podcast Form / Offer Interest Form

  • This field is for validation purposes and should be left unchanged.
  • Please enter your Zip Code.
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Filed Under: Podcast

Do Leads Really Lead? Or Are We Following Them?

October 27, 2025 By

By Scott Plum, Minnesota Sales Institute

The Birth of a Product — and the First “Lead”
Every great product begins with a question: “Who’s going to buy this?”
Before a company ever builds a widget, service, or software, it wants to know who might need it, want it — and why. So, they engage a market research firm to gather prospective buyers, usually called a “focus group.” These participants are asked questions about what would make their life easier, less expensive, more convenient, or more profitable.

The focus group members don’t show up for free. They’re paid generously for their advice, their feedback, and their opinions. But what they’re really being asked to do is lead — to help the company choose the right direction before the first prototype is built.

The irony? From the very beginning, companies are led by potential customers. The first “lead” in the entire process isn’t a contact in a CRM. It’s a human being guiding corporate decision-making before the product even exists.

The Hand-Off — and the Breakdown
Once the research is complete, the marketing team receives a tidy report from the research company. It’s full of preferences, sizes, quantities, colors, features, charts, graphs, projections, all in the spirit of “insights.”  Marketing reviews the findings, turns to company leadership which delegates to R&D and product development and says: “Here’s what our customers said they want — let’s make it!”  So they do.

The product is designed and developed, polished, and packaged. Then, in one of the great organizational mistakes and misfortunes of modern business, it’s tossed over the wall to the sales department with a simple instruction: “Go get ’em.”

Sales takes this shiny new product, adds it to their catalog, updates their PowerPoint, and squeezes it somewhere between last quarter’s leftovers and next quarter’s hopefuls.

Then everyone sits back and waits for the ticker-tape parade that never comes. No early surge. No next-quarter fireworks. Just silence — or worse, a handful of lukewarm inquiries that turn into “no sale” deals while adding to the discouragements of a salesperson’s day. And suddenly, everyone’s looking around the conference room table asking the same question: “Why aren’t the leads converting?”

When the Prospect Becomes the Leader
Let’s imagine how this plays out in real life.  A new product hits the market. A marketing campaign goes out — maybe through social media, a webinar, or an email blast. The phone rings, or an inquiry comes through the website.

The prospect says: “I saw your new service. How does it compare to what I’m using now?” The salesperson, who’s been told almost nothing about the research behind the product, stumbles through a few features and benefits. The prospect follows up with sharper questions — the kind that sound like they were written by a competitor.

By the end of the call, the salesperson is reacting, not directing. The prospect is steering. The lead is leading the leader.  That’s not sales. That’s surrender.

How It Should Work — Turning the Tables
Now, what if we flipped the script? Go back to the market research phase — the focus groups, the questions, the “why” behind every “insight.” Those participants were asked thoughtful questions designed to uncover needs, challenges, motivations, and desired outcomes. What if we gave those same questions to the sales team?

Instead of waiting for the prospect to lead the conversation, sales could use the same discovery framework that created the product in the first place.

Imagine this sequence:

  1. A lead comes in.
    Instead of jumping into features or price, the salesperson begins with questions from the original research — the ones that helped design the product.
  2. Sales leads the dialogue.
    They ask questions like, “What prompted you to explore solutions like this?” or “How would this impact your business if it worked exactly the way you wanted it to?”
  3. The prospect reveals motivation.
    Now, the conversation shifts from curiosity to clarity. The salesperson isn’t guessing — they’re guiding.
  4. Sales connects the dots.
    With insight-driven dialogue, the salesperson can link the product’s purpose to the prospect’s problem.
  5. The lead follows.
    When sales leads the conversation, prospects follow with trust, interest, and commitment.

Leadership in Sales — Not Leads
Leads don’t make sales. Leaders do. Marketing can generate leads. Research can identify needs. But it takes a sales professional — someone willing to lead a conversation with purpose — to turn those leads into loyal customers.

When you lead in sales — by asking better questions, understanding motivation, and guiding the conversation — you create your own momentum. You stop waiting for leads and start leading with valuable solutions and better outcomes.

Scott Plum is the founding president of the Minnesota Sales Institute, where he works with salespeople and leaders to strengthen relationships, improve performance, and increase revenue through authentic conversations. He’s the author of “Taking Off Into the Wind – Creating Lift Out of Life” and co-host of the WINNING AT SELLING podcast globally ranked in the top 1% of all podcasts.

 

Filed Under: News

Winning at Selling Podcast : Episode #691

October 23, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

One of the most crucial and creative aspects of selling is developing new customers. It is also what separates the farmers from the hunters. Unfortunately, in the current business climate it seems more difficult than ever to find and connect with your ideal client. But there are some strategies you can use.

So, dust off that prospecting list as Scott and I put a stamp on Creative B2B Prospecting Ideas and other novel nuggets on Episode 691 of the Winning at Selling podcast.

Golden Nuggets:

“In a crowded marketplace, fitting in is failing. In a busy marketplace, not standing out is the same as being invisible.” Seth Godin – The Purple Cow

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Handout: Click here
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Filed Under: Podcast

Winning at Selling Podcast : Episode #690

October 15, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Most companies stumble when launching something new—not because the idea is bad, but because they treat the launch like a one-time event instead of a repeatable discipline.

Whether it’s a product, service, or strategic initiative, success depends on more than development—it hinges on execution. In this episode, we’ll explore why so many launches fall short, why launch success matters, and how a few proven best practices can flip the odds in your favor.

Keep your powder dry and your eyes up as you join Bill and me for Launching Best Practices to Help You Win on Episode 690 of the Winning at Selling Podcast.

Golden Nuggets:

“I would rather be the oldest guy at the gym than the youngest guy at the nursing home” – Numerous people on the Internet.

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Bob Freytag’s company – IntroWorks – https://intro.works/
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Filed Under: Podcast

Winning at Selling Podcast : Episode #689

October 9, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Rejection sucks! At least that how I’ve always seen it. But others that I’ve worked with don’t seem to get affected by it. As a matter of fact it seems to get a fire lit under them. So, what’s the difference in our responses and how can we all get better at dealing with rejection

Grab your smiley face buttons as Scott and I wrestle with Handling Rejection Like a Pro on Episode 689 of the Winning at Selling podcast.

Golden Nuggets:
“Success is walking from failure to failure with no loss of enthusiasm.” – Winston Churchill

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Keystone Club Class – https://mnsales.com/keystone/
– Offerings Page – https://mnsales.com/offers
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Filed Under: Podcast

Winning at Selling Podcast : Episode #688

October 2, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

We often celebrate outcomes — the closed deal, the big win, the promotion. But what if the way we got there says more about us than the result itself? Today, we’ll explore why the means — the process, the behaviors, the discipline — matter just as much as, if not more than, the ends.

So, put on your party hats as Bill and I explore Seven Tips to Goal Setting and other persnickety perceptions on Episode 688 of the Winning at Selling Podcast.

Golden Nuggets:

“None of us can change our yesterdays, but all of us can change our tomorrows.”
–Colin Powell

Your Hosts:
Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Filed Under: Podcast

Who Really Pays for Sales Training?

October 1, 2025 By

We’ve all seen those late-night infomercials. A company pushes their patented gutter system, flashing special offers like “Call now for 10% off… and if you act today, we’ll give you another bonus!”

But behind the script and urgency, there’s a deeper question: Who actually pays for the sales training that makes those conversions possible?

The truth is, sales training isn’t free. Someone always foots the bill. And depending on who it is, the outcome for the company, the customer, and the sales professional can be very different.

The Three Options

  1. The Company

Some companies invest directly in their salespeople from the start. They provide training when reps are hired and consistently while they’re employed. This is the ideal scenario, but unfortunately, not every business makes that investment.

  1. The Customer (Indirectly)

When training is neglected, the cost often shifts to customers. This shows up as:

  • Rebates and Discount expenses to win back dissatisfied buyers, reducing profitability.
  • Commoditization of products, where price becomes the only selling point, making business sustainability a daily challenge.
  • A damaged reputation in the community, as customers sense they’re being sold on price instead of value.

Over time, this erodes trust—and profitability.

  1. The Salesperson

Finally, the most powerful option: the individual sales professional who takes responsibility for their own growth. These are the reps who:

  • Invest in their sales career across multiple channels and industries.
  • Learn to distinguish between relationships vs. transactions.
  • Understand the difference between cost of goods sold vs. return on investment.

This type of salesperson thinks like a business owner—and as a result, earns the respect (and the deals) of business owners. They don’t just sell products; they build relationships and sell outcomes.

Data That Backs It Up

Here are some eye-opening statistics that underscore why someone must pay for training — and why doing so wisely matters:

  • On average, companies receive $4.53 in return for every $1 invested in sales training (i.e. a 353% ROI).
  • Sales teams that invest in training tend to be 57% more effective than their less-trained counterparts.
  • Around 70% of salespeople lack formal training.
  • Among sales leaders, 72% say training fails because it’s treated as one-size-fits-all (i.e., not customized to role or experience) and unfortunately, 84% of training is forgotten within three months without reinforcement.

Together, these numbers paint a clear picture:

  • Training can deliver massive ROI.
  • But most programs fall short—because they’re generic, lack reinforcement, or aren’t measured.
  • The differentiator is how and by whom the training is funded, designed, and sustained.

The Long-Term Payoff

It’s never too late to start investing in yourself as a sales professional. If you’re in your 20s and just realizing this, congratulations—you’re ahead of where many of us were at that age.

But beyond age, the critical move is this: decide who pays. If your company won’t, make the investment yourself. Cover your own training. Measure the ROI. Prove its value.

That approach isn’t just about personal gain. It shifts the dynamics of how buyers see you: as someone who invests in mastery, outcome, and value. And that is how you win not only deals, but respect.

👉 Takeaway: Sales training has real, measurable impact—but only if someone pays and the program is done well. The best salespeople choose to invest in themselves, and the return pays off—for them, their customers, and their companies.

Ask Yourself: In your experience, who usually ends up paying for sales training — the company, the customer, or the salesperson? Do you believe sales training should be a company’s responsibility, or is self-investment the real differentiator for top performers? What’s the most valuable sales training you’ve ever invested in (time, money, or both) — and how did it pay off?

 

Filed Under: Change, Hiring, Role

The Missing Piece in Franchising: Developing the People Who Drive Revenue

September 27, 2025 By

Franchising is built on proven systems, processes, and operations. Franchisors create playbooks that keep the brand consistent and scalable. But there’s one area that often receives far less attention than it deserves: developing the people who directly define the reputation, lead the customer experience, create and claim value, and generate income.

Operations manuals can tell you how to run the business, but they rarely address how to grow the business through effective, productive and meaningful conversations. Franchisees may be given qualified leads, but if they aren’t equipped to convert conversations into commitments, opportunities are missed, and revenue is left on the table.

Recognizing the Symptoms

Franchise networks often experience predictable challenges when sales development is overlooked:

  • Leads that don’t convert – Money is spent on marketing (FDD – Item 11), yet the incoming calls and website inquiries fail to turn into actual sales. The blame shifts back and forth between franchisee and franchisor, when the real issue is the ability to uncover motivation, establish a decision criterion, timeline and priorities when sales conversations occur.
  • Order takers instead of salespeople – Associates who show up on time, look professional, and follow the script may still miss the most important part: uncovering needs, creating value, and asking for the commitment. Without that, the brand becomes commoditized.
  • Franchisees unprepared to lead sales teams – Many franchise owners come from operational or technical backgrounds. Leading a sales team—or even one salesperson—requires coaching skills they’ve never developed. Without guidance, salespeople drift, become complacent, while revenue and results stagnate.
  • Dependence on “bought” business – Paid leads from Internet scrapping and digital channels once worked well. But as Google becomes more expensive and AI changes the way people search, franchisees that don’t know how to earn business through relationships, referrals, and prospecting fall behind.

 The Impact of Not Solving It

When these issues persist, the entire franchise system feels the consequences. Revenue plateaus, royalties decline, and frustration builds between franchisor and franchisee. In some cases, the lack of sales development even causes high-potential operators to disengage, drop to level of survival or leave the system altogether.

The truth is clear: a franchise network is only as strong as the people driving revenue at the unit level. Without the skills to sell, coach, and lead, even the best operational systems can’t reach their full potential.

A Commitment to People Development

This is where the focus must shift. At Franchise Sales Pro, the commitment is not simply to process, but to people. Supporting the network means:

  • Training sales associates to move past scripts and into real conversations that create and claim value.
  • Equipping franchisees to lead salespeople and teams, even if they’ve never sold before.
  • Embedding weekly coaching and accountability so training doesn’t fade after the webinar or workshop.
  • Building confidence to generate earned business, reducing reliance on expensive lead sources.

When people are developed in these areas, the franchise system doesn’t just grow revenue, it grows stronger relationships, more confident operators, and a healthier network overall.

Final Thought

Franchisors already invest heavily in processes, systems, and compliance. But the future of growth lies in a different kind of investment: developing the people who bring in the revenue. Because in franchising, as in any business, it’s not the system alone that drives results—it’s the people who bring that system to life every day.

Filed Under: Franchise
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