Written by Sean McPheat |
7 January, 2014
We’re often asked what salespeople can do to improve their results. Naturally, there’s no one answer that fits all, but there is one thing that we see that definitely has an effect not only on the way salespeople work but also the results they achieve in the short and long term.
You’ve heard the phrase ‘Insanity is repeating the same things over and over, but expecting different results’. Well, we see many people showing signs of insanity in the way they approach their work. They often accept average performance as the norm, rather than concentrating and focusing on what they can do to improve.
Repetition is the key to mastery in all fields and sales is no different. If we recognise that, we can employ one of the main strategies that will improve results.
Your brain has over 100 million cells called neurons. Each neuron can connect to over 15000 other neurons. That’s a lot of potential connections. If you have a singular thought, it creates a flash of electric impulse connecting various neurons. Repeat that thought, and it forms a pathway that becomes easier to repeat over time. This is an example of what neuroscience called ‘plasticity‘.
Plasticity enables the brain to create pathways that are easier to follow the more they are repeated. And this is the main point; with repetition and focus, a person can improve their abilities and they can improve their results. The key is to repeat the ideas.
An athlete will repeat key movements time and time again, allowing the brain to instinctively repeat those movements and ‘learn’ its way of behaving. And the way that this can be repeated until it becomes an unconscious reaction is through focus.
Focus gives you power. Focus is one thing that, if improved, can affect your results, as it contributes towards the plasticity that drives learning and development. The way you learn, remember and master new information has not changed as we have developed.
To become a master at sales, you need to pay attention and focus on what you are doing to improve your skills. That focus will help you to concentrate on what you need to do to affect the results you are getting now and how it will improve your long-term outcomes. It will also improve your brain’s plasticity and make it easier for you to change the way you work.