5 Keys to Learning Productive B2B Sales Practices, Fast


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Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows it can take just 20 hours to learn the basics. Josh Kaufman, author of The First 20 Hours, explains the 5 keys to doing so:

- set a measurable performance target for yourself [eg: more conversations; more next conversations]
- de-construct your desired new skill into sub-skills [eg: gain access, build trust, gain repeated access]
- practice, 1st, the sub-skill that’s key to all other skills [with feedback on how it's affecting results]
- eliminate barriers to practice [ie make it easy to practice the sub-skill that you need to practice]
- commit to 20 hrs. of such strategic practicing [to conquer the frustrations of early failures]

His approach is further proof that practice doesn’t make perfect; perfect practice makes perfect.
Go forth and learn. New skills that produce higher performance. From practice. Fast.

The unedited, full length, version of Kaufman’s remarks at RSA is viewable here

Republished with author's permission from original post.

John Cousineau
As President of innovative information Inc., John is leading efforts to improve B2B sales productivity via innovative uses of technologies and information. Amacus, his company's patents pending sales software, is one of his vehicles for doing so. Amacus triggers sales performance by showing Reps what they're achieving from what they're doing, based on buyer actions. John's spent over 35 years harnessing information in ways that accelerate business productivity.


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