Two-Day Training Fails & The Empty Seat | Field Notes for GTM Ep. 17

Buying two-day sales training when you're missing quota feels proactive. It isn't, it's panic dressed up as a plan. James breaks down how to actually diagnose the problem before spending a penny. Rich then hits the recruitment side just as hard. Every month an enterprise seat sits empty, you're losing money. Most leaders know this and still hire reactively, settling for whoever's available. Rich makes the case for building a talent bench before the pressure hits, not after. --- Field Notes is sponsored by Tick Talent and The Revenue Enabler. If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals, from sales stage design through to seller capability. Find out more at therevenueenabler.com If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com --- James Bissell on LinkedIn:   / james-bissell1   Rich Washington on LinkedIn:   / richwash   The Revenue Enabler: https://therevenueenabler.com/ Tick Talent: https://www.tick-talent.com/ --- #FieldNotesForGTM #SalesTraining #GTM #SalesLeadership #RevenueEnablement #TalentAcquisition #B2BSales #SalesStrategy #HiringStrategy #TalentBench #SalesPerformance #RevenueLeader #SalesEnablement #ProactiveHiring #GrowthStrategy --- Chapters: 00:00 Introduction 02:21 Sales Training Without Diagnosis Fails 03:05 How to Diagnose Your GTM Problem 06:06 Why Behaviour Change Takes More Than Two Days 09:13 The Ego Barrier: Asking for Help 10:15 How to Build a Business Case for Training 12:27 The Get Well Plan Framework 13:57 Reactive Recruitment Is Costing You More Than You Think 16:27 The Real Cost of an Open Seat 18:00 How to Build a Talent Bench Before You Need One