24 July 2009 | Miller Heiman

A lot of consideration, planning, and preparation goes into the decision to invest in sales training – or at least, a lot should. In terms of adding to an individual’s skill set or improving a sales force’s performance, choosing a process that will improve results is not a decision that should be made lightly…

…much like marriage. Both are a big decision, and both are often focused on the event. But the reality is, it’s not about one single day – it’s about a new ongoing commitment.

Many of you will have the opportunity to attend a ceremony or two (or ten), which can sound far more appealing than attending a program for sales skill development. As you partake in either, keep in mind the implications of the commitment:

• It’s about the start of a journey, not an event. Wedding-goers often only see the end of the actual planning stage when they arrive on the big day – but (as the official performing the ceremony will likely remind everyone) this is just one day that marks the beginning of a long and prosperous life together. Sales training should be the same way. Registering, making travel arrangements, and the other various prep work that is involved can make the actual program feel as though it’s the culmination of a big effort. But it’s really the first day of a new beginning. From here on out, you are ‘married’ to your process – it needs to be a life-long commitment instead of a one-time event.
• There will be ups and downs. Case in point: the current market. It’s costly to lose in today’s economy (ironically, it’s also costly to divorce in today’s economy). But a good marriage is anchored by the knowledge that the two parties are there for each other – for better or worse.
• Without commitment, it will fail. Last but not least, a big change in your life such as a new sales process or a marriage requires an attitude of adoption and the acknowledgment that, from here on out, things will be different. The more devoted you are to showing a process (or spouse) that you are committed, the more rewards you will reap – whether that be increased close ratios or control of the remote. The good news is the longer you stick with it, the easier it becomes. Cheating is not advised.

P.S. Professional development etiquette dictates that it is not acceptable to sign up for a gift registry when prepping for a sales performance training program.

photo credit: greenmelinda