Can I Sufficiently Learn Sales On The Job, or Do I Need to do Formal Training?

by Dave Kahle

Question:

I’m one of those sales people who haven’t spent $20.00 this year on a book or seminar to improve myself.  I just don’t want to go to the trouble.  I believe that I can learn sufficiently on the job, and I’m tired of going to school.  Should I feel bad?

Answer:

Now that’s an honest question.  Should you feel bad?  My knee jerk reaction is to say, “Of course.”  But, on further reflection, it depends on your approach to your job, and on your aspirations for yourself.  First, a definition  —  “mastery.”  You achieve “mastery” of any profession when you are in the top 5% of performers in that profession.  Pursuit of mastery is the continuous striving to achieve and then to remain in the top 5% of your profession.

Learning by trial and error can only take you so far

To make a transformational change in your team’s sales performance, you need help. Let us help your team multiply its effectiveness. 

The Kahle Way® B2B Selling System with Immersion Methodology

“I’m really noticing that my language is changing, in the way I lead my sales team. Not only that, but I’m also seeing their language change in the way they deal with our customers. The practices, principles, and teachings are literally coming to life; it’s almost effortless. We don’t have to go out of our way to apply Dave’s methods, we’re transforming and improving – almost automatically, as we spend time in Immersion each month. Immersion is also fostering better cooperation and communication between our managers and our sales people. We all wear different hats, come from different backgrounds, and have different responsibilities. But we’re in the foxhole together, shoulder to shoulder. Immersion has fostered a great togetherness – we’re all on the same page in our communication – we’re all on the same team. I feel very fortunate to be a part of Dave’s development. It’s been great.”

- Nick Reed, Sales Manager, Modern Builders Supply

 I believe that every serious professional sales person ought to strive for mastery.  If that applies to you, then you want to become as good as you can become.  If you want the greater sense of fulfillment, the greater degree of respect, and the increase in economic status that mastery brings, then, yes, you should feel bad because you are not acting consistently with your aspirations.

So, from one perspective, I have to say, yes, you should feel bad.  But it is not an ideal world.  And,  realistically, only about 20% of sales people have such aspirations.  Most are content with the status quo.  Most just want to do their job, go home at the end of the day, and be done with it.  If that’s you, then I guess you are living a life consistent with your values, and that’s OK.

The difference is...CLICK HERE TO READ FULL ARTICLE.