Episode 128: Adapting to Change - Brian Keller

In any field, one thing that you can be sure of is that things will eventually change. This is as true in sales as it is in any other industry, and it’s important to be able to keep up with the changes as the come. That leads to the question: can the ability to change be taught? Today’s guest thinks that the answer is yes.

Brian Keller is the Director of Sales Training at McKesson. He joins the podcast today to talk about his sales training workshops and the importance of learning about change in the sales field. Listen to the episode to hear what Brian has to say about why change matters for sales executives, how to connect data with the real life experience of salespeople on the ground, and how Brian’s students apply what he teaches.

Episode Highlights:

• Why change is important for sales executives
• Whether change can be taught
• How to connect the data to real life experiences in the sales field
• Whether tenure has an impact on whether or not to engage in change
• Tools Brian uses to get students to apply what he teaches
• What goes into planning a training workshop
• How the salespeople that Brian trains share their success stories
• The motivation for formalized training at McKesson

Resources:

Brian Keller