Guess the flags?
Guess why?
This just in: my book is now offered in these 3 languages: Italian, Polish and Vietnamese. Since I speak Italian, I’m interested in reading a few chapters to check out the translation- especially the No-Po chapter. My little book that could just keeps chuggin along around the world.
Last week I had the pleasure of training an EMEA team and always enjoy watching the Spanish/German/French/British/English interchange. I mean- what do you think happens when you put inside sales reps in the same room for two days and give them tons of content to digest? Add some role-playing, presenting, competing and basically thinking on their feet to the mix?
I’m always interested in how the inside sales role translates into various cultures. It is such a complex role and the days of working as a glorified admen are over. Clients choose my company because they want their teams to engage in proactive prospecting. Most are ready to push their talent to a new level. But depending on the cultural norms, they are not always ready to jump on board.
Let’s take the difficult and brave task of prospecting. When the rep says, “it is unacceptable for us to contact people we have never spoken to before” and firmly believes outbound prospecting efforts are not on the menu. I have to wonder if it’s the salesperson who isn’t ready to jump on board or if they are restricted by the culture they sell into.
When we talk about prospecting, the cultural divide still exists today. The French still require formality, the Germans want permission-based cold-calling, the Spaniards want relationships and for business to happen after a big lunch. And then there’s the Brits- ready to embrace the new with the flare and level of serious professionalism. After spending two days with this team, I am reminded the American way of selling can quickly become deflated and the empty fluff can’t stand on it’s own. Our culture adds color and carves new roads while other cultures add substance.
Next week, I will be delivering a Smart Selling on the Phone and Online webinar for the UK audience. Sign up for a free book-giveaway.
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