Here we are, four weeks out from ringing in another New Year. Many of us can’t wait to put 2020 in the rearview mirror. These last 11 months are difficult to describe in one word, it’s even hard to describe them in just a few words without finding something negative, sad, or troubling to say, so yes, the rearview mirror analogy could be an excellent way to try and put it all behind us.
However, it’s only a good strategy if we make sure that we can shift our focus on what is in front of us, not only on what’s behind us.
“See, when you drive home today, you’ve got a big windshield on the front of your car. And you’ve got a little bitty rearview mirror. And the reason the windshield is so large and the rearview mirror is so small is because what’s happened in your past is not near as important as what’s in your future.” – Joel Osteen
Success is a funny thing as we can see others succeeding where we feel like we have not.
Whatever they touch turns to gold. They simply have a knack for being successful at whatever they endeavor to do. Even in a difficult COVID year, they were still able to meet with success. What’s the difference? The difference is in the way we see ourselves…
Proactive or reactive. I did or did not. I can or cannot. I will or will not. When we look at those statements quickly, which words resonate with us personally? What I typically see is that people who connect with the words proactive, I did, I can, and I will tend to be more action-oriented and results-focused.
There is no right or wrong answer here.
Those of us who may have felt more comfortable with the words reactive, I did not, I cannot, and I will not, are sometimes less action-oriented and not as worried about the results. Some of us in this group are comfortable letting others take the actions necessary to achieve the results we are seeking.
One of the best lessons that I have learned that has impacted my personal life and my career has been to understand the difference between “will” and “skill.” In most cases, a skill can be something we acquire over time. Yet no matter how proficient we become at a certain skill, if we do not have the will to actually use the skill, we will always come up short when it comes to the achievement of our goals and dreams. Action orientation begins with the will…
Whether we find ourselves setting the pace for the race, or just trying to keep the pace, we should always find time to give our mind and body a little rest.
Some of you have shared that these past several months have given you a chance to slow down, get back into forgotten hobbies, or start new ones.
Spending more quality time with friends and family.
And others have shared that they have never been busier and that their mental stress and physical fatigue have never been higher with little or no time to take a breather.
In a bigger, faster, harder, go go go, world, sometimes we get so wrapped up in trying to keep up, we forget to take care of ourselves along the way. We schedule more meetings or calls than we can fit into our day.
We squeeze more work into our already jam-packed weekends and try and justify it by saying that it “needs” to get done. Or we try and fool ourselves into believing that we are the only ones who can do it, denying our mind and body the rest we need to perform at our best.
Why Sales Training Programs Fail
- The customization/personalization schedule gets delayed
- The trickle-down impact here is that the training schedule also gets delayed
- This places stress on both the company and its training partner
- Students are overwhelmed in the classroom
- And one of two things happens here. They shut down and only absorb a portion of the training. Worse, go back to their territory and the real-world and go straight back to their old comfortable way of selling.
A solid training program and roadmap will allow for layering in additional content and building upon the initial concepts and processes. It will also give sales managers a path toward coaching and mentoring in small bites, as opposed to boiling the sales training ocean all at one time.