really enjoying your series on tacit knowledge. As a sales manager, I’ve improved my team’s sales acumen by having them watch recordings of our current top sales people, and then discussing their technique. Before, we only a world of instructional videos.
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Oh man, this is brilliant. How did you record them — simulated or on actual sales engagements?
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We initially simulated them. Standard “mock sales call” training. Now, SaaS companies such as Gong & Chorus automate call/Zoom recordings of sales team members, generate searchable transcripts, and allow for “best of” libraries. New tools, new options, new metagame of management
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