Some 30-year sales veterans can honestly tell you that they still learn something new every day. No matter how formidable the sales skills they already possess, they just keep on getting better.
Other 30-year sales veterans might tell you they have learned an awful lot from their decades of experience, but it doesn’t take long to figure out that what they’ve really had is one year of experience repeated 30 times.
Experience is an overrated teacher if you learn from it haphazardly. If you want to learn from experience effectively, you have to learn actively and deliberately.
This point is so important that a deliberate mechanism for active learning is built into Action Selling in what we call Act 9, Replay the Call. It is also built into our new mobile sales-coaching application, Plan to Win + Replay the Call. With the mobile tool, however, salespeople get a bonus. They do their deliberate learning with the help of a real-time coach.
This means that salespeople don’t just continuously improve their performance by actively learning from experience. They continuously improve their ability to actively learn.
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).