Investment in Training

It happens many times, in many companies, and many industries.  The training budget seems never to be sufficient.  Even in good times, budgets to maintain strong and consistent training programs are inadequate.   When times are bad, training budgets are often the first to be slashed.   While profitability is crucial in any business, it should be clear that profitability is a result of a well-trained team that can produce positive results.   Should we invest more in ourselves and our teams?   Imagine how much more effective we could be if we were well-trained for the job? 

Throughout my career, championing proper, thorough, consistent training has always been my goal.  

It is not only in the sales context but in all aspects of the business.   Is there ever enough training?  Ask a professional athlete about the time and effort he spends to hone his skills to compete.   He is passionate about his profession and fully understands the importance of training consistently, and never stop training.  

In my earlier blogs, I spoke about learning to play golf.  I started this game late in my life which makes it more difficult and more challenging to develop the necessary skills to excel.  Fortunately, it is not a profession for me, but I still want to improve my skills so that I can enjoy the game more.   Have you ever wondered how many hours a professional golfer spends on the practice range, hitting hundreds of golf balls to develop that perfect swing?  I will never be on TV, have a drive, chip, or putt that is worth thousands of dollars, but to enjoy the game, I must gain distance, and accuracy and ultimately put the ball in the hole.  That is why I practice every day and play as often as possible.   The aches and pains are always there but more than acceptable.

For a professional athlete, his office is the field he performs in every time he puts on a uniform.  

He makes sure that he has all the necessary skills to perform at the highest level possible.   He makes sure that he maximizes all his training before stepping onto the field.

Our sales profession is the same.  How do you ensure that before you step out to see your prospect you have maximized the necessary skills to perform?  I have never woken up in the morning without asking myself if I was ready for what is ahead.   The word is “must,” as we must be ready, must be prepared, and must be confident that we are ready and able.  

What is the cost of training?   More importantly, what is the cost if you do not train?  Please invest in your career and invest in your team.  

Even with your investment in training, positive results are not certain but without it, failure will be certain.