Training Marines or Training Sales Teams: Both are about Leadership

Spending four years as a Water Survival Instructor in the Marine Corps, profoundly shaped my sales and leadership philosophy. There are subtle similarities between training a sales team and training Marines. Here's what I've learned:

The biggest lesson I took away is it's my job to make sure those under my direction understand just how capable they can be. Unlocking potential is the goal. The funny thing about Marines and salespeople, they will perform better when they are expected to. Low standards produce average results.

While a fancy title might grant authority, your people?will?decide if?you're a leader. I've learned leaders are created not born. General David H. Berger said, "Leadership is the art of accomplishing more than the science of management says is possible." This resonates deeply with my experience. True leadership is earned through trust, respect, and the ability to inspire others.

It's been said, Telling ain't selling, but its also not teaching. Most would think a survival instructor from the Marines would have a hardcore attitude about sales and sales training. But I've found it's impossible to lead with your ego and find success teaching adults.

Adults often feel emotions of inadequacy when learning new skills, which are exasperated in the water; therefore, it was critical to teach students to trust themselves in unfamiliar territories. It's not unlike teaching selling skills, where it can feel like a "sink or swim" environment. The knowledge gained in Marine Corps resulted in a career of building confidence in the organizations and team members I work with.

Ultimately, what distinguishes a great sales trainer is their focus on the team's improvement rather than their own recognition. Great trainers spend their nights thinking of strategies to elevate the team, not seeking ways to enhance their personal image.

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