Are There Best Practices for Sales People?

by Dave Kahle

Best practices for salespeople?

One of the most debilitating myths about the sales profession is this:  Sales people can learn on their own, on the job, and eventually become good at their jobs.  They’ll eventually develop their own style, this myth implies, and that will bring them the maximum results.

That myth is true for about five percent of the sales people in the world.  For the other 95 percent, nothing could be further from the truth.  The overwhelming majority of field sales people perform at a fraction of their potential because they have never been systematically exposed to the best practices of their profession.  Instead, they have been expected to “learn on their own.”
  

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I like to paint.  I don’t mean pictures.  I mean walls and bedrooms and hallways.  I enjoy the physical nature of it, and the resulting change in the feeling of the room.  I’ve always liked to paint, and have done so for over 30 years.  Once, for about two months, I actually made a living doing it.  I think I’m pretty good at it.

Until a little while ago, when I was watching one of those reality home improvement shows.  On it, a professional painter demonstrated the best way to apply masking tape, hold a brush and apply the paint.  Yikes!  I was doing it all wrong.

All this time I thought I was pretty good, in my own self-taught, learn-on-my-own sort of way.  I guess I really didn’t have any standard.  But I almost always painted by myself, and had only my own opinion.  I thought I was pretty good ... READ THE FULL ARTICLE HERE.