It's happening........what's happening????????

For too many years I was a "gym lollygagger" going to the gym too inconsistently and when I did I measured my results on how much time I would spend there. I was basically checking the health check box and got zippo results. A few years ago I finally came to my senses and signed up for a personal trainer spending a pretty hefty monthly OPEX (Operating Expense) for a committed 12 months.

In today's cloud and digital world your sales (and marketing) staff must be Digital Athletes.

Am I ranting and raving when I constantly say - "What the heck is this guy/gal doing hiring a sales rep that was successful yesterday?" I'm not trying to be mean or belittle anyone but for anyone that knows me I'm just telling it like I see it. Hiring the guy/gal with the supposed Rolodex and was successful "yesterday" dialing for dollars is simply not going to work today - especially when selling recurring revenue cloud. Beyond the fact that today you need some form of marketing function feeding leads to a sales rep to make it all work, let's look at the DNA of today's sales rep - the Digital Athlete. Full disclosure first. When I read Inbound Marketing by Brian Halligan and Dharmesh Shah and The Sales Acceleration Formula by Mark Roberge I said "OMG we think eerily alike". Their thoughts on today's sales rep and mine are very similar.