Everybody is looking for a shortcut to increase their sales performance. You’ll find a million articles with titles like “5 Easy Steps to Increase Your Production” or “This One Trick Will Revolutionize Your Sales Numbers.” For over 30 years now, I have been working as a salesperson or with salespeople, so I can make this following statement definitively—there is no shortcut to becoming a top producer. If someone really wants to see their sales numbers increase in a major way, they shouldn’t trust anyone that says the process will be easy. Instead, they should find someone who will train, coach and hold them accountable to become the best that they can be. Some people hear the word “training” and groan. They’ve been through sales training in the past – probably against their will – and nothing about it was actually impactful to their business. Maybe they read through a slideshow that told them to make more calls or schedule more meetings, information that they already knew. Unfortunately, they couldn’t actually make those calls because they were stuck in a said training course, which took them away from their business. After an experience like that, people have every right to be skeptical of training. That’s why I believe that we need to change the conversation on what training can do for sales performance. What if we had someone in our corner who, instead of telling us that we weren’t doing enough, worked alongside us to help us accomplish our goals? How would that transform our business? If we’re going to change the conversation around training, we’re going to have to change a few conversations within training as well. But when we do, we will see how much power effective sales training has to elevate salespeople to become the very best producers in their industries.