I recently read an article in one of our industry trade source blogs by Bill Petrie as to the “value/worth” of attending sales training seminars/workshops. It inspired these self reflecting thoughts based off my experiences.

The first question to understand is “why are you going to a sales training class/seminar?” Are you going because you want to go, because you think it’s what you should do, because you’re being told to go…. or for any other reason?

And not to give his article away, but this is his summary thought to sale straining cycle being broken:

For sales training to be truly impactful and effective, it can’t follow a “tried and true” method that “guarantees” results. While there can be overarching concepts such as hard work, active listening, and joint venturing, for sales training to REALLY work, it must get to the “why” each individual salesperson is failing. In general, salespeople fail for one of four reasons:

1. Fear – they are simply too scared to do the work necessary to succeed

2. Apathy – they don’t care and can’t be bothered to change their attitude

3. Ignorance – they don’t know what they don’t know

4. Ego – they think they know better and/or are entitled

Until the real reason – the “why” – a salesperson isn’t selling is identified, sales training will fail both the salesperson and the company because the training is addressing the symptoms of the failure, not the cause. Only when the real reason for sales failure is determined will a targeted and individualized sales training yield positive results.

I few years back learned from John C. Maxwell at a conference the concept of “tithing” and giving 10% of your money to god/church and to help give back to the community.  He then told us of his thoughts on applying that giving/investing in ourselves as well to become our highest possible selves.  Imagine the results you could create if you took 10% or your income and invested it into your growth, your improvement, your education and what return would that result on your investment?   I heard this idea over a decade ago, and I immediately applied it to my life that day and every moment since.

I identify this as the pursuit of being better today than I was yesterday... taking the accountability to my responsibility regardless of what others might have told me to do. And if I am totally honest in this thought exchange I would need to acknowledge being “told to go or do” would only frustrate me and close my stubborn mind to this type of situation of “forced learning.”  

I would like to add this thought as a twist I often apply now in my own life and one I often share with others on a general “life - work - philosophy.”  The short of it is learned from Mike Rowe of Dirty Jobs, and he shared this simple yet one of the most pivotal life changing thoughts I’ve ever been exposed to understanding and implementing in so many moments that parallel the fundamental “why go”.  

In Mike’s experience in hosting that show he worked with people in the thickest and the worst of what could easily and realistically be seen as “shit” of life.  And when you think of that concept we all hear all the time of “you should pursue your passion in life as to your career” he felt that was unrealistic and actually removing an opportunity or even empowering that he saw in all of these people doing dirty jobs… he learned this… not everyone has that luxury or that opportunity to pursue their passion for work in life… however everyone and anyone can find a way to add their passion to whatever they do!

So the mantra I tell myself these days when I am being “forced or told to do” is just that, and I refocus my mind to finding the opportunity through the obstacle… and then how do I apply my passion to that specific challenge.  If you can do that you can find yourself present in the moment and accessible to learning, and accessible to connecting with ideas, people, a community or even a task. The trick is to remove our expectations as to what we think we will learn, and be ready to learn as the moment or situation can reveal to us if we are open to the present.

Now with that long twist and turn I made down this post/thought address the “why” and even though I am a BIG fan of Simon Sinek, start with why…  I feel when it comes to understanding where you are falling short you need to ask “why not”… and get that obstacle out of my way… and usually 9 out of 10 times I get in my own way… Fear, Shame, or a false ego to overcompensate my shame are my roadblocks… Asking myself why not, helps me acknowledge my roadblocks faster and allows me an opportunity to succeed faster.

But addressing “the why” cannot be ignored either, and my personal “why” am I am now sharing these thoughts, inspired by a post I read, because I hope it carries that energy on to the next person to share, implement, act, inspire or take on another meaning to help unblock or fire up others or add a little more gratitude in their lives as I feel now. Whatever the result, as long as you pursue a process….