Category Archives: Consultative Selling Skills
Learning and Development Leaders: Welcome to Your New Job in Sales
Sales? Learning and development professionals… in Sales? Perhaps frightening to some, but there’s some truth to it.
While it’s tempting to defer to the hyperbole that “we’re all in sales,” meaning that we all represent our companies and are responsible for growing them, that’s not what I mean. I’m also not just referring to those in sales training roles. I’m talking about the “Dan Pink” version of “we’re all in sales,” from his book “To Sell is Human,” meaning, that we’re constantly selling ideas and influencing, persuading, and convincing others (especially our colleagues and organizational leaders), to do what we think is best. (We diverge from Pink’s opinion somewhat, because unless you’re a sales professional with a quota, a pipeline, and likely a good portion of your income at risk based on your performance, it is NOT the same, but Pink is certainly correct that many of the dialogue, communication, and influence skills are the same.)