The Future of Sales Training with AI: Insights from Sales Leader

In today's fast-paced sales world, finding strategies that actually work can feel like searching for a needle in a haystack. That's why we had Richard Harris on the podcast. If you haven't heard of Richard, here's what you need to know: he's the founder of Harris Consulting Group and the creative mind behind the innovative Surf and Sales Summit.

Think of Richard as the sales whisperer—he's helped countless teams turn their struggles into success stories. His track record? Pretty impressive. He's worked with some of the biggest names in business, like Zoom, Visa, Doordash, Google, etc., sharing the kind of knowledge you can't just Google.

In this blog, we're unpacking Richard's best insights – from his thoughts on never-ending learning to his take on the latest AI sales tools. Whether you're leading a sales team or hitting the phones yourself, you'll find something valuable in his practical wisdom.

Learning Anytime is Power

One of Richard's biggest beliefs is that “it's never too late to learn something new.” He puts this into practice in his life. He recently started surfing and snowboarding as a dad rather than as a young person. He wanted to prove to his kids and himself that age is just a number and shouldn't hold anyone back from pushing themselves.

Richard, on the other hand, applies this principle not only to sales but also to his teaching life. He urges all individuals working in sales to be learners continually. It's a chance for personal growth. Sales will become even better no matter how old they get or how many years they have put into it. If a person still keeps on learning new skills and knowledge.

Takeaway from Richard:

"I wanted my kids to see that you could learn something new at any age and challenge yourself."

Surf and Sales Summit – Networking in an Unconventional Setting

The Surf and Sales Summit, co-hosted by Richard, offers a unique alternative to traditional conferences. Instead of a one-day event with hundreds of attendees, this summit maintains an intimate atmosphere with a small group of participants. The casual beach setting and carefully planned schedule create opportunities for meaningful networking and relationship building.

At the summit, sales professionals can forge deeper connections while sharing both their challenges and successes. This aligns with Richard's vision of creating an environment where people can build genuine relationships beyond typical professional networking.

It's much bigger than networking; it's creating good, old-fashioned connections that help each other develop and grow.

Richard's Coaching Philosophy – Customized, Tactical, and Reinforced

Richard's sales coaching method is tailor-made, hands-on, and built to last. He does not use cookie-cutter approaches. He constructs specific training sessions that he believes the individual sales teams need. Using real-world applications, he makes the sessions very relevant and interesting.

Richard's coaching method involves a lot of reinforcement. He makes sure that, after the training, the teams continue to practice what they learned. He helps the sales managers develop the coaching skills to guide the teams long after the training. That way, it really does stick and stay with you.

Takeaway from Richard:

"It's a lot about customization, role-playing, and then reinforcement so that it can stick longer."

While choosing the right watch is important, building a successful business has its own challenges. Here’s what Richard thinks about founders and micromanaging sales.

Founders, Sales, and the Challenge of Letting Go

Richard frequently works with founders who face a common dilemma: they want to maintain control over their sales process while recognizing the need to delegate for growth. Though these founders hire Richard for his expertise, they often try to modify his proven methods to match their own approach.

According to Richard, learning to let go is one of the essential things founders need to do. In fact, if they insist on knowing every detail, it might even drive them into burnout, which could, in turn, slow down the business. Sales tasks delegated by the founders enable them to concentrate on other issues, giving their team a chance to work without relying on them all the time.

Takeaway from Richard:

"They hire me, but then they try to change everything to the way they want to do it."

AI in Sales – The New Generation of Tools for Sales Representatives

Like many of us, Richard is excited about the new generation of AI-specific tools developed for sales reps. These tools will provide reps with instant feedback and practical insight into their sales calls, an entirely different perspective from the older set of tools designed primarily for operational purposes. Newer AI tools allow reps to learn and be effective at the moment as they build their skills.

Rich suggests a balanced approach to using AI for leaders. While AI would have significant benefits, it is not advisable to over-rely on it. AI should supplement human skills, not substitute.

Takeaway from Richard:

"The tools coming out are built for the rep, not the operational side of things."

Advice to Sales Leaders and Reps

Two are Richard's suggestions to salesmen on how to win customers. First, he advises them to bet for themselves and to tolerate some sort of discomfort. "Normally, growth in sales takes place whenever you are uncomfortable, which can mean taking a new client or trying a different style of selling," he relates. Success usually lies within one's comfort zone.

Once founders understand the importance of delegating, the next step is building the right team. Here’s how Richard recommends hiring these leaders and reps.

Effective Team Building: The Advantages of Hiring in Groups

In that regard, Richard also offers practical advice on hiring. If possible, he advises the onboarding of several candidates simultaneously. This accelerates the pace of onboarding, reduces the chances of hiring mistakes, and ensures that the team is fully ready to face future needs.

Takeaway from Richard:

"To Your Best Success Is Always the Other Side of Discomfort".

Conclusion: The Bottom Line and Key Takeaways

The lessons from talking to Richard Harris were great sales and leadership insights. He teaches people to keep curiosity alive, create connections, and embrace new technology. What makes his coaching enjoyable is his unique approach to events like the Surf and Sales Summit. This represents the true essence of resilience, relationships, and constant growth in a sales career.

Takeaway from Richard:

"Whether you're a founder, a sales rep, or a team leader, Richard's insights remind you that personal growth and strategic thinking go hand-in-hand."

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