Discontent is the Beginning of Growth

by Dave Kahle

For 30 years I’ve been training B2B sales forces to sell better.  I’ve noticed this – that any group of salespeople, 20% to 30% are eager to learn and enthusiastic about trying some of the practices I teach.  Of the remainer, some will try to apply some of the lessons, and others will fail to adjust their behavior at all.

           What is it that distinguishes the eager learners from the rest of the pack?  They are discontented.  I have concluded that without a serious amount of discontent, there will be no significant change in behavior.

           Let’s create some context.  “Change in behavior” is the reason people hire someone like me to improve their salesforce.   Learning, for adults on the job, is not defined as acquiring more facts, as it may be in academic circles.  For adults on the job, learning always involves a change in behavior.  Training is designed to equip the trainees to do something differently and to do something better. It is always defined by what they do, not what they know.  I often tell audiences that I don’t care what they know. They are paid for what they do, not what they know.

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           Nor is learning defined by how they feel.  I often have people come up at the end of a seminar and tell me that they feel great, that they have “learned a lot.”  While I don’t say this because it would be rude, but I think it: “You don’t know that you have learned anything until your warm feelings express themselves in behavior change.  Check in with me two months from now and tell me what you are doing differently.  Then I’ll believe that you have learned.” While good feelings are nice, they, by themselves, don’t change behavior. 

           In sales, as in many other endeavors, becoming better means doing something differently – behaving in better ways.  Behavior often bubbles up out of habit. That means changing ingrained habits.  And changing habits is difficult.

           Learning also requires a bit of humility.  Attempting to do something better implies the realization that you are not perfect at it now.  That alone scares some people off, as they are too insecure to admit that they can improve.  

           Not only does learning require an investment of time and often money, but the big price is emotional energy.  For the most part, to change a habit means that you must work at it, and working at something so difficult requires a... CLICK HERE TO READ THE FULL ARTICLE

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