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Practice Management > Building Your Business

You can’t succeed without this

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After writing SNAP Selling about how to sell to today’s crazy-busy prospects, tons of salespeople came up to me (or emailed me) and asked for help, saying that they, too, were crazy-busy.

Initially, I didn’t have an answer for them. It sounded as if they needed time-management training—time-management not being my greatest strength. But the more I thought about it, the more I realized that the issue went way beyond that. Everyone, including me, has way too much to do. We’re totally overwhelmed. Our work spills into our holidays, weekends and evenings. We feel as if we will never catch up.

And honestly, we never will. Our prospects’ expectations are constantly evolving. We change jobs. New products are launched. We get promoted to bigger accounts. We have to learn a new technology or update our sales skills. It’s endless. So how do you survive in this continually evolving sales world?

You need one master skill: learning agility.

And one crucial aspect of learning agility is speed learning, the ability to quickly acquire new info or skills. If you can become good at speed learning, you can tackle just about any job and succeed. It’s that important. And it’s portable, meaning you can take it with you when your situation changes.

Korn Ferry, which specializes in leadership development, says it’s the #1 skill you need to be a successful leader today. And CEB, a huge player in the sales-training space, agrees that learning agility is crucial to success. The reason is because the key to long-term success in any sales job today is short-term success. The faster you can become proficient in all that sales entails, the bigger the pay-off will be for both you and your company.

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Jill Konrath is the author of SNAP Selling, Selling to Big Companies and Agile Selling. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.


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