THE BEST SALESPEOPLE ARE ALWAYS LEARNING. ARE YOU ONE OF THEM?

During a training session late last week, a salesperson raised their hand and asked, "What makes you so great? I've been selling for over 20 years, what can you teach me about sales that I don't already know?" At first, I was a bit taken aback by the question and statement, as typically sales training sessions are filled with AEs attempting to outdo one another, attempting to please their managers and directors in class. It's a friendly competition between colleagues on who has the best answer, best response time, and deepest insight, all jockeying for favor with their upper management teams.

I thought about it for a few seconds, as I do not have a rehearsed answer for this question, and I abruptly stated: "Nothing makes me so great, and I may not even be able to teach you anything at all! In fact, you may indeed be a better salesperson than me! I am the guy that was hired to train your organization for sales mastery. Aside from my (also) 20 years in enterprise and strategic selling, and my own personal and extensive ongoing sales and leadership training, nothing makes me better, more knowledgeable, or better at sales than you.

"In fact, you too could start your own sales training company and help others achieve their highest potential in their careers. You could diligently construct and write an evolving landscape of training modules that are proven to grow your customers' revenue by 200-300%! You could leave your job, making 100-150K/year, with full health and dental benefits, an insane commission structure, car allowance, and huge ongoing bonus opportunities! You could do that, and be a leader in the sales training space, competing, winning, and differentiating yourself against the top sales training organizations in the industry. If you want to start your own business, you can! And be great at it! Is that the answer you were expecting?"

The room was aghast, and the gentleman's demeanor changed from confident to a kind of confused, yet curious with an embarrassed energy.

"We are in training today! And training continues before, during, and after class ends. And that, regardless of who I am, or where I come from, it is up to you to take advantage of the opportunity in front of you and to continue to grow and be the best versions of yourselves. I am just the guy doing this stuff," I said. "The people out there crushing their dreams, their goals, their revenue and growth goals, are just the people doing it! The best of the best train every day! And they don't let their ego get in the way of who is training them.

"If Tom Brady needed a better quarterback than him to train him, he would never have a trainer. No, he needed a trainer who is a great communicator, an empathetic truth-teller, who knows the footwork, the stance, throwing mechanics, reads, progression, and the playbook. Someone who takes a holistic approach to help the best develop and improve their skills, making them better, with discipline and consistency, improving his chances of success. Let's train together today! A collaborative approach for all of us to be just a bit better than we were yesterday!"

With that, I had his (and the entire team's) buy-in, and that gentleman went from an adversary to my biggest proponent.

In sales and business, it's easy to get caught up in the illusion of expertise. We may think we've arrived, but the reality is, the landscape is constantly shifting. Customer needs evolve, technology disrupts, and competitors innovate. Continuous learning is the antidote to stagnation. And consistent leaders and performers understand this idea, and they never stop training! Just like Tom Brady. Do not let your ego get in the way of you being the best possible version of yourself!

Ego is Killing Your Sales:

When your ego takes over, you:

• Stop listening: You assume you already know the answers, missing out on valuable insights from customers and colleagues.
• Resist feedback: You dismiss constructive criticism, hindering your ability to improve.
• Become complacent: You think you've "made it," so you stop pushing yourself, leading to stagnation.
• Miss opportunities: You're so focused on proving yourself right that you overlook new approaches or strategies.

Overcome Your Ego and become a true disciple of your craft with these simple hacks:

1. Embrace the Beginner's Mindset: ?Approach every interaction with curiosity and a willingness to learn, no matter how experienced you are.
2. Seek Out Diverse Perspectives: ?Don't just talk to people who agree with you. Actively seek out differing viewpoints to challenge your assumptions.
3. Become a Feedback Fanatic: Ask for feedback regularly and actually listen to it. Use it as fuel for growth, not a reason to get defensive.
4. Invest in Your Company/Yourself: Commit to ongoing learning. Attend conferences, read books, take courses, and work with a coach. Never stop learning, and sharpening your sword.?
5. Celebrate Collaboration: ?Sales isn't a solo sport. Embrace a collaborative approach and learn from your team. A rising tide lifts all boats.

Enterprise and Strategic Selliers!

In enterprise and strategic sales, where deals are complex and high-stakes, the need for continuous learning is even more pronounced. You must stay ahead of industry trends, understand intricate buying processes, and build deep relationships with multiple stakeholders.

Your ego is the biggest obstacle standing between you and your full potential as a salesperson. But by following these hacks, you can break free from its grip and unlock a world of growth and success.

Are you ready to take your sales game to the next level?

• Connect with us on LinkedIn for more insights and resources. ??https://www.dhirubhai.net/in/patrickwmontgomery/?

Patrick Montgomery, CEO

Innovativesellingpartners.com?

[email protected]

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