The Advanced Selling Podcast
Success Loves Discipline
Nov 20, 2024
Reflecting on 2024, the host emphasizes that sales is 90% process and only 10% magic. Most training overlooks this crucial reality. Discipline is presented as essential for success, not through rigid routines but by consistently following effective, simple processes. Drawing parallels to sports, the discussion highlights the need for internal mechanics to enhance performance. Small, disciplined changes can lead to significant sales improvements, offering fresh strategies for both sales leaders and individual contributors.
13:40
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Quick takeaways
- Sales success relies heavily on disciplined execution of effective processes, rather than solely on the 'magic' of skill or talent.
- A robust sales training program must integrate a strong operating system to transform potential into consistent, measurable results.
Deep dives
The Importance of Process in Sales
Sales is fundamentally characterized by a significant emphasis on process rather than relying solely on skill or talent. Notably, a key insight reveals that training, often seen as the way to enhance sales performance, primarily addresses the 'magic' aspect of sales, which constitutes only 10% of the equation. The real game-changer lies in dedicating time and resources to refining the 90% that encompasses the efficient and effective internal processes. Success hinges on understanding and improving these operational mechanics, which power the consistent execution of sales strategies and ultimately lead to greater success.
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