Are You Committed to Sales Growth?

Good morning!How’s your March Madness going? Did anyone survive the first weekend with their brackets intact?Also, it’s the last week of the month and quarter. Which is always its own form of madness. How can I help you?

This Week in the Sales House

I'm hosting two live sales coaching hours this week. Tuesday (5pm ET) &Wednesday (2pm ET).

Sales Growth Quote of the Day

"Learning is not compulsory... neither is survival." - W Edwards Deming

"Are You Committed To Sales Growth?"

Well, that's a frequent topic in these daily emails.Sales Growth has two elements: personal growth and order growth.You can’t grow your book of business if you aren’t reading books (or listening to podcasts, taking courses or learning online) about business.While reading is still widely considered the most effective way to learn, people have individual learning styles. Some learning media will be more useful than others.And technology has also enabled us to learn in places and times that weren’t possible before (in your car, in the gym, on a run, on your phone, etc.)I encourage you to consume a variety of sales learning content using 5 learning motions: Watch, Read, Listen, Interact and Experience.I've created an acronym to help you remember and apply these learning options.It’s WRLIE. (Pronounced like whirly. Or ‘w+early.’)W = WatchThis encompasses watching learning content such as videos, online courses and webinars.As big a proponent as I am of reading, I learn a ton from watching videos. Watching enables me to quickly take in a lot of new information. And then easily watch again to deepen your understanding of the topic.It’s why the courses in the Sales House primarily are video content. Invest just 10 minutes a day to learn something new to grow you and your sales.R = ReadIf you want to learn and understand something new about sales, then read about it. That’s why I write these daily sales growth emails for you. It doesn’t matter where you read a book, eBook, blog, article or newsletter. Just read a little everyday.I recently posted a list of 10 books you should read to amp up your sales growth.L = ListenThis includes audio content such as podcasts and audio books.It’s never been easier for sellers to find something interesting and instructional to listen to. And thanks to our phones it’s never been easier to listen to it. Anytime. Anywhere.I recommend that you make my podcast, Accelerate! with Andy Paul, part of your weekly sales growth listening routine. Episode #703 is coming out this Wednesday. My guest will be Scott Ingram, host of the Sales Success Stories podcast. Our conversation is all about the investments leading sellers make in their own development.Of course, there are many other worthwhile sales podcasts. Here’s Sales Hacker’s recent list of the 50 Bad Ass Sales Podcasts You Should Follow.I = InteractThis is all about learning from interactions with your bosses, coaches, mentors and peers.Everyday you need to get some coaching, do some role-play exercises or spend time with a mentor. Often some of the most effective learning comes from comparing notes with your peers about your sales experiences.This requires vulnerability and openness on your part. People can’t help you if you won’t tell them where it hurts.E = ExperienceExperience with customers is vital. Experience is an indispensable learning tool for sales professionals.Take everything that you’re learning from Watching, Reading, Listening and Interacting and apply it in your day to day selling.As you integrate new learning into your selling, it’s also vital that you keep assessing how it’s helping you. Identify the gaps in your knowledge and keep learning.My experience in 40+ years of sales is that 95% of sellers rely solely on their own experience, and feedback from bosses, to learn about sales. Fewer than 5% invest the time to watch, read and listen to expand their sales growth horizons.The wise Benjamin Franklin cautioned “Experience is the best teacher; but a fool will learn from no other.”Meaning that if you rely only on your experience to learn how to sell, then you’re a fool.Don’t be that person.You have to commit yourself to learning using a variety of methods to tap into the vast world of sales knowledge and wisdom that is readily available to you. - Andy Paul