Improving Business Results ...........
Elevating Perceived Relevance ..........
Accelerating Sales Performance ..........
Sales Simulations . . . Execution-as-Learning
"ONE MUST LEARN BY DOING THE THING,
FOR THOUGH YOU THINK YOU KNOW IT
YOU DON'T KNOW UNTIL YOU DO IT"
. . . SOPHOCLES
If you are interested in inspiring and enabling your most valuable Individual Contributors ... your B2B Sales Professionals ... then you must move away from the philosophy of "execution-as-efficiency" and evolve toward "execution-as-learning."
How is this evolution accomplished? Invite your sales professionals into an environment where "Accountability is High and Psychological Safety is also High!" Invite your best and most experienced Sales Professionals or your new Sales Associates to "try on" or assume a professional identity (in this case sales or sales leadership) by engaging in thinking and behaving like professionals in that community while facing a complex, realistic business/sales situation!
At the intersection of Marsh White's:
And if you think the "best sales performers" come by their performance naturally, then read this interesting article "Why Talent Is Over-Rated" . The "simulation learning environment" truly fosters the traits and behaviors of "top performers!"
Peter Senge said . . .
“Learning occurs when professionals engage in a complicated undertaking
and then find ways to reflect on how they are doing.”
This "innovative instructional approach" recreates Industry-Specific Environments, Challenges Sales Professionals to Perform and provides Intense Individual Analysis and Coaching of a Sales Professional's Thinking, Planning and Execution Skills. Sales Simulations enable participants to closely Examine their own Business Development Capabilities, ultimately Increasing their Sales Professionalism and Revenue Production.