What are you DOING?

Last week, I got a text from a coaching client that stopped me in my tracks. They said:

“I meant to tell you…it’s taken me a while to truly get it - and we talked about it regularly - but the know-doing gap. I totally get it now, like 1,000% understand it.”

What they’re talking about is one of the most important concepts in sales success (or any success): closing the gap between what you know and what you do.

Yes, I talk about it a lot. I post about it a lot. I coach on it a lot. Because it matters that much.

The System That’s Broken

In thousands of conversations with sellers and sales leaders, I’ve seen the same frustrating cycle:

1.???? A team isn’t getting results, so we assume the problem is a lack of knowledge.

2.???? We train. We consume more content. We send sellers to another workshop.

3.???? Results don’t change, so we repeat the cycle: more training, more knowledge, more information.

Yet…nothing changes.

This is the cycle I am called to change.

The Shift That Creates Success

What if, instead of defaulting to learning more, we focused on doing more with what we already know?

It’s not as comfortable. It’s not as easy as reading the next book or attending another training.

But it’s where real change happens.

On Monday, I posted about tension (Tension and Success) and this is where it comes into play.

When you decide to close the gap between knowledge and execution, you step into the natural but powerful tension required for growth.

Most people avoid it.

Because when you stop saying, “I just need to learn more,” and start saying, “I already know what to do, I just need to start doing it,” the game changes.

And so does your responsibility.

The Hardest Part? Realizing You Already Know.

I’ve had so many conversations with sellers and leaders who thought they didn’t know what to do…until they realized they did. And then?

They panicked.

Because now, success isn’t about finding the missing knowledge, it’s about making the shift that actually changes their behavior. And that’s where tension comes in.

Knowledge Won’t Close a Performance Gap. Behavior Will.

If you want to grow, you don’t need more information, you need a shift in belief about what success actually takes.

That’s what my client finally understands.

Do you?

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