Counter Intuitive...???

Why is it that the sales people who need the most help, training and development actually resist it….whilst the ones that need it least actually seek, welcome and embrace it?

Quote:

Originally Posted by Snowman

Why is it that the sales people who need the most help, training and development actually resist it….whilst the ones that need it least actually seek, welcome and embrace it?

WOW, Snowman, this is a great thread topic.

I've defined 12 Qualities shared by top sales performers. One of them is "Constantly Improving." Improvement is all about change, so if someone is willing to improve (change) something in their sales behavior, they are likely to improve their sales performance. On the other hand, salespeople who resist improvement (change) are usually destined to mediocrity.

And, of course, the real challenge is to know what to change. That's where a great mentor or coach or manager or trainer can add value.

Skip Anderson

Quote:

Originally Posted by Snowman

Why is it that the sales people who need the most help, training and development actually resist it….whilst the ones that need it least actually seek, welcome and embrace it?

I have a viewpoint on this based on my experience in the selling community over the years, and also influenced from some material I studied several years ago.

In our culture, selling became a default occupation. "If nothing else works, you can always sell for a living."

I suspect that the vast majority in sales did not choose sales as a profession---they fell into it.

Here's the rub. Many people bring the same habits that put them into a situation into a new situation. For instance, if lack of commitment, study, motivation, and focus created a life that reduced a person's options, it's quite possible that those same lacks would be present in their "default career.

The source I referenced ealier which is out of print: The Truth About Selling be Samuel Schluesser.

My observations and conclusions are the same as Joe's.

When it comes to people who choose sales as a career or decision to make money what follows also has to do with personal limitations and personal aptitudes. Some are fixed and some are not and many are unseen and undefined which includes an aptitide or limitation toward learning.

A mentor or coach is only as useful as the system he/she uses and trains in and the motivaton of the one getting the training. With all the people you find online who fancy themselves as trainers and coaches and mentors you begin to wonder about their expertise and experience and ability to do what they say they can do.

I know two locally each with little experience of substance BUT if you were to read what they say about themselves you'd think they have quite a bag of skills, experiece, and ability.

Why do seekers seek or not seek whatever they seek and by which objective and dispassionate impulses and rationale to they know the wherefore and the why of their seeking? Does that matter anyway?

MitchM

MitchM

Quote:

Originally Posted by MitchM

Why do seekers seek or not seek whatever they seek and by which objective and dispassionate impulses and rationale to they know the wherefore and the why of their seeking? Does that matter anyway?

MitchM

Sounds like a Bob Dylan song.

Sorry, MitchM....I couldn't resist.

Bob Dylan is an interesting study - taking in hundreds of songs in a variety of forms live and studio, reading his book "Chronicles" and watchingnthe DVD "No Direction Home" AND watching him in his twenties being interviewed by press - there's quite a mixture of qualities and moods, forms and improvisation, impulses and impressions there.

I once read and studied interviews of around a hundred successful writers when I was in a study/learning phase of writing in my thirties - maybe like what people do when they study sales. I did that too.

"Why is it that the sales people who need the most help, training and development actually resist it….whilst the ones that need it least actually seek, welcome and embrace it?" -- Thread Question

Taking that question and my post one answer is that those who need it least actually seek and embrace help and training - at least raw experience - because they have no choice. They are wired that way. They have to do it just as those who don't have to resist.

Between those come everyone who for one reason or another doesn't fit the profile and either quits [those who need it least but move on into something else] or changes and does well [those who need it most and one day decided to study and get it right].

As much as can't be done to alter what has to be, there's a whole lot more that can be done to change behavior that is still yet to happen: people get locked in but can also get out. I believe in hope.

MitchM

MitchM

Counter Intuitive...???

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