With heightened buyer expectations and sellers struggling valiantly to keep up, it has never been more important to invest in your own learning and development.
Why? The answer is simple. Learners are earners.
Economists from the University of Padova, Italy, conducted a study a few years ago and determined that individuals who read for self-education earned 21% more, as adults, then those who did not. More specifically, the study focused on men in Europe, but I have no reason to think that the study findings don’t apply to women too.
You might be thinking to yourself that you shouldn’t have to put money on the table to invest in yourself. That your employer is responsible for investing in you. After all, your success impacts their bottom line as much as it impacts yours.
You’d be right. You’d also be wrong.
Yes. Your employer should be investing in you on an ongoing basis.
Not just during sales kick-off meetings that are usually held at some beautiful but over-priced hotel, which involves sellers sitting through mind-numbing presentations more focused on product training than actual selling skills. Usually a rah-rah motivational speech from the speaker du jour is part of the equation, as is large quantities of food and drink intended to spark more camaraderie among the teams.
There is nothing wrong with any of these things.
In the overall scheme of things, sales kick-off meetings are mostly a waste of money!
Camaraderie among team members is hard to quantify but certainly important. You could also save yourself a lot of time and money by keeping the Kumbaya closer to home.
Educating salespeople on new product features, new marketing campaigns or new sales enablement technologies can all be done back at the office via online platforms like UberConference, Zoom, ON24 or any number of platforms designed to deliver learning experiences without the exorbitant costs of travel. Virtual learning programs also make learning more palatable for those people who learn best – and we all do – at different paces and times of day.
Rather than waste thousands of dollars on offsite sales kick-off meetings, why not invest that money in salespeople in multiple ways all throughout the year?
That’s the ideal. For 14 years, I’ve talked about how training is a process not a one-time event; yet, 14 years later not much has changed.
Yes. Your employer should invest in you.
And don’t wait for them. You are accountable for your own success. If you want to be the best, you must train and practice with purpose!
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