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Is effort really everything for advisors?

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Last week, I conducted a post-training call with a client’s sales team. During the call, we discussed which concepts the team had implemented since the initial sales training workshop.

I was not surprised to learn that several salespeople had not implemented the new concepts into their sales routines. I also wasn’t shocked to learn that these individuals had not made much progress in their sales results since the initial training program.

Improving your results takes effort. You can’t expect to implement something new and get great results without working at it. New skills take time to master. You need to practice and you need to put in the effort.

Think about your favorite hobby, pastime or non-work activity. Whether it’s gardening, pottery, music, puzzles or golfing, I guarantee you that you went through a learning curve before you mastered the activity. For example, I play darts in a ranked league, but it took many hours of practice and playing to reach that level. It’s no different with sales.

Changing your approach takes discipline, effort and hard work. Today’s sales environment has changed, and if you haven’t changed along with it and improved your approach, you’re going to get the same results you have always gotten. 

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Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at


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