When the Institute hears the word training when it comes to people, we internally cringe and wish that word can be cast to the far reaches of the universe. We automatically think:: “We train dogs; we develop people!”
Stop with the Training Mentality
If you want some simple advice on how to sell better; how to lead better, then begin to embrace developing your people. Stop thinking about training them.
Your people and even yourself know how to talk. They and you have been talking for years. The goal is to develop their and your own existing skills so they and you know how to better communicate.
In sales, most people know how to ask questions, to listen for the response and to be present. The goal is to develop them to ask better questions; to actively listen; and to be authentically present.
When we look at the other areas of sales training to leadership training to whatever other kind of business or professional training in the market place, most of it centers on improving the existing skills sets. Of course, there are always exceptions such as learning a new software program or handling nuclear waste. However these exceptions are just that exceptions.
The Inherent Problem with Training
Probably the most inherent problem with training is that it looks to areas of weakness and does not look to core talents or areas of strength. This reality extends far back into each of our educational experiences where we were continually examined for our weaknesses, what we didn’t do well. Then corrective actions were taken to improve those weaknesses.
THE AUSTRALIAN SALES & MARKETING INSTITUTE INTENDS TO INCLUDE A LIST OF SALES DEVELOPERS & RELATED COMPANIES/INDIVIDUALS SHORTLY