Stop the Insanity

Had dinner last night with a long-term friend who in the past couple years transitioned over to the Sales Training field. As dinner ended, we exchanged business cards. When I returned to the room, I glanced at his card. Here was the take-away: "the only thing worse than training people and losing them is not training them and keeping them.". That was from the legendary Zig Ziglar, which prompted this thought.

If you want changed results (more sales), then change the behavior. If you want to change the behavior, then that requires training. And, Training is a process, not an event. It must be ongoing and continuous. My question to you is when and how often are your sales people practicing? All too often they are not, and their only "practice" is on the customer! Stop the insanity!!