The Neuroscience Behind Practice

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(It’s one of the reasons I don’t allow salespeople to turn on their technology during sales training.)

You don’t need a big research study to arrive at this conclusion. Just apply common sense and observe professional athletes. When they are on the field or the court practicing, you don’t see them texting or checking their emails.

They are focused on executing the plays and drills. Top salespeople, like top athletes, know that focus is needed in order to execute the sales playbook.

Someone Is Always Watching
CEO’s and sales managers sadly fall short on modeling focused behavior. During a meeting, they are often the first ones to pull out their smart phone to check messages. People watch what you do, not what you say, so the message being sent to the sales team is that it’s okay not to pay attention.

Set A Good Example
Here’s the irony. The CEO’s and sales managers are canada telegram data the very same people complaining that their sales team doesn’t know the company value proposition or responses to prospect objections. Perhaps, it’s because members of your team are following your example. They were busy responding to emails during a training or coaching session rather than paying attention to developing their skills.

Practice
When you meet successful people, you assume they’ve always operated at this level of success. Nice house, car and lifestyle. What you don’t see are the hours of work and dedication that went into becoming the best in their field.

When you are born, you come into the world with approximately 100 billion neurons. Each one of these neurons has the ability to make 15,000 connections, called synapses. Continued connections become a neural pathway or something often referred to as hard wiring.

This process is similar to hiking through the woods. The more times the trail is hiked, the easier it becomes to navigate because the path is cleared of branches and weeds.

Create New Neural Networks
When you practice, you are forming new ‘trails’ in your brain that can be easily accessed. These new networks get stored in an area of the brain called the basal ganglia.