Consulting Sales:
Sales Training Seminars

Time and Territory Management Skills
Presentations Skills for Sales Pros
Telephone Sales Training
The Salesman as Negotiator
The Trusted Sales Advisor
Home Contact Bookmark Us

Sales Consulting and Training:

Sharpening the Axe

Strengthening Your Skills

Imagine an “old school” secretary who, back in the day, could type up documents and memos with the best of them. Back in the 70s, she could fly at 115 words a minute on her Smith Corona. Yet, when computers became the de facto standard in the business world, she was afraid of the technology and eventually lost her edge. 

Then there was the track star that used to dominate state-wide and regional meets but eventually got lazy and stopped taking care of his body. Instead of flying past his competitors, he had a hard enough time getting off the blocks. He failed to focus on being at the top of his game so the game passed him up.

How many people do we know in the business world that fit these stories?  They were great at what they did but they failed to keep their skills up.  An axe is the same way.  A sharp axe can topple the greatest of trees.  If not maintained properly, that axe will eventually lose its edge and get dull.  What was once a simple task has turned into a difficult and arduous effort. 

What are you doing to keep your skills strong and up to date?  Are you sharpening your axe or are you chopping away day after day without maintaining your skills and your mind.  If you’re not constantly looking to improve, you run the risk of falling behind and truly losing your edge.

As a sales professional, it is important to keep growing and learning.  Below are just a few of the simple things you can do to stay on top:

Learn by Reading – There are scores of great books, newsletters and even monthly magazines that offer advice in sales, marketing and communications.  One could name one famous book after another that has helped salespeople do what they do more effectively. Take the time to search your local library, find articles online or browse through your local bookstore. There is a wealth of information available at your disposal.

Learn by Training – Training workshops are extremely effective in teaching sales professionals new skills and providing them with a safe forum to become more effective. The best classes have a small student to teacher ratio and are focused on interaction and simulation exercises so that skills transfer is ensured. Look into general sales programs or focus on particular skills such as negotiations, closing or cold calling. You can make leaps and bounds by taking the right training classes.

Learn by Shadowing – Are you the best sales professional in the world?  Of course not… no matter how good you are, there’s always someone who is better.  Maybe that person doesn’t work at your company but they’re out there.  Seek the best and learn from them. Find out what makes them successful and how they continue to improve.

Learn from Your Mistakes – You’re apt to make plenty of mistakes in your sales career. We all are. View mistakes not as difficult experiences but as agents of change. Mistakes will point out where you have room for improvement. When you make mistakes, see them as learning opportunities. Stop doing the same thing over and over again if you keep getting the same poor results.

Copyright © 1979, 1982, 1991, 1994, 1998, 1999, 2000, 2002, 2004-2014
Consulting Sales Institute of America
All rights are reserved.
Home Contact Bookmark Us