Hilmon Sorey is an author, keynote speaker and . . . incredibly . . . a man who has trained more than 15,000 people and 5,000 senior executives around the world. He is also Co-Founder of ClozeLoop, a consulting firm based in New York, Houston, Silicon Valley, and Johannesburg.
Hilmon has written eight top-selling books, including 46 Reasons Why Your Cold Calls Fail. . . and How to Fix Them Fast.
You will want to listen to this empowering discussion between Hilmon and Evan Hackel, the host of Training Unleashed. But before you do, please read these excerpts from their conversation . . .
Hilmon on What Is New in Training
In only five years, Hilmon’s training company ClozeLoop has gone from being a startup to one of the most watched training development companies in the world. So what is new in the world of training? Hilmon is in a position to know.
“There is so little being done right now in the area of advancing training,” Hilmon told Evan. One of the obstacles is that many people are still working remotely from home, which has made it difficult for companies to deliver uniformly high-level, high-quality training to large groups of employees.
“So the bottom-line thing here is technology,” he summarizes. “Technology has become the force that catalyzes training in the broad respect, because you need technology to train people who are distributed across the organization.”
Hire the Right People Before You Train Them
“A lot of folks begin to construct the training they need only after they have hired the person who needs to be trained,” Hilmon told Evan. “Instead, they need to step back ahead of time and use what we call a competency matrix to hire the right people. That might mean saying, `I understand I have three roles to fill that might be critical: for the distribution of my product; the sale of my product; and the ongoing development of my product going forward.’”
And then you hire the right people because you have defined the competencies you need them to have.
“Then I can actually imbue these people with information that results in significant performance gains,” Hilmon notes, “but a lot of people don’t take this step before they hire.”
Overcoming Resistance to Cold Calling
Hilmon pointed out many salespeople hate to make cold calls, for many reasons. Some of them feel that cold calling is “beneath them.” Others say they will do it but make it a very low priority and avoid it.
Remember, Hilton wrote the book 46 Reasons Why Your Cold Calls Fail. . . and How to Fix Them Fast, and you will want to hear what he has to say about cold calling in this Training Unleashed podcast.
A Special Offer
Hilmon is offering a free trial version of his coaching/training platform COACH/CRM to members of the Training Unleashed Podcast community. As part of your free trial, you will also receive a complimentary free session with a member of the COACH/CRM staff. Sign up here.
About Our Guest
Hilmon Sorey is Co-Founder of CoachCRM sales coaching software for managers. He has coached and consulted high performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap.
He is also Co-Founder of ClozeLoop, a management consulting firm based in New York, Houston, Silicon Valley, and Johannesburg. He is Partner in 2.12 Angels, a seed-stage venture capital firm.
Hilmon has written eight top-selling books on sales, sales management, and coaching.