Last week, I had the privilege to participate in a professional development program for salespeople delivered by my good friend and mentor Bryan Flanagan. Although I have seen him and many other corporate trainers deliver quality programs for more than 20 years, I still pick up something new, or a lesson that needed to be reinforced.
I listened to this one sentence, and I was immediately transported back to hearing Zig Ziglar talk about how important it is to develop the person, not just the skill set. Here is what was said: “Personal growth always precedes professional growth.” Having spent most of my professional career in the personal and professional development industry, I know this to be an accurate statement.
Working with companies of all sizes, one of the questions I receive is around guidance for a sales training program or leadership development program that can help companies accelerate growth. And before I answer, I ask a question in return: “What have you done so far to build the people in your organization?”
Almost everyone will answer with a list of courses or companies that they have worked with to address or focus on a specific skill set, such as sales training, time management, communication skills, customer service training and presentation skills.
When this happens, I pause and reframe the question. I acknowledge that those skills absolutely help develop capabilities, and then I ask them to think about some of the other character traits that can impact their people personally and professionally while still helping the company to grow. Some understand my question, as they recognize that when we work on building our people, the people will in turn help us build our business…
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Written by Michael “Go-To” Norton, XINNIX EVP, former CEO and Founder at Tramazing, former President of the Zig Ziglar Corporation, and former Executive Vice President of Sandler Corporate Training, Michael Norton has helped companies accelerate their growth by elevating their talent through learning and development programs.
Michael has had the pleasure of working with world-class companies such as Siemens Healthcare, WebMD, 7-Up, Cardinal Health, Cemex, Boral, HPE, Indeed, Lonza, KONE, Evonik, Quest Software, Dell, Anixter, and many more. for 30+ years he has developed, written, delivered, reinforced, and sold sales and sales management training programs that deliver real ROI while fitting into a company’s culture, processes, daily sales workflow, and budget.