Podcast
Questions and Answers
What is the difference between knowledge and skill in sales?
What is the difference between knowledge and skill in sales?
- Knowledge and skill are the same thing
- Knowledge is more important than skill
- Skill is more important than knowledge (correct)
- None of the above
What can happen if someone has knowledge but lacks skill in sales?
What can happen if someone has knowledge but lacks skill in sales?
- They will be very productive
- They will have no issues with productivity
- They will struggle with productivity (correct)
- None of the above
What does the Dunning Kruger Curve show?
What does the Dunning Kruger Curve show?
- How to gain knowledge and understanding
- How knowledge and understanding can fluctuate (correct)
- How to improve sales skills
- None of the above
Which can be gained quickly through resources like the internet?
Which can be gained quickly through resources like the internet?
What is necessary to improve sales skills?
What is necessary to improve sales skills?
What does coaching involve in sales?
What does coaching involve in sales?
How many issues can a good coach help solve with a single point of coaching?
How many issues can a good coach help solve with a single point of coaching?
How long does it take to achieve productivity with the right training and coaching?
How long does it take to achieve productivity with the right training and coaching?
What drives productivity in sales?
What drives productivity in sales?
What should training in sales focus on?
What should training in sales focus on?
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Study Notes
- There is a difference between knowledge and skill in sales.
- Many people have knowledge but struggle with skill, leading to productivity issues.
- The Dunning Kruger Curve shows how knowledge and understanding can fluctuate.
- Knowledge can be gained quickly through resources like the internet, but skill takes time and practice.
- To improve skill, role play, blueprints, processes, turn-by-turn directions, and coaching are necessary.
- Coaching involves identifying key issues and addressing them one by one.
- A good coach can help solve multiple issues with a single point of coaching.
- Productivity can be achieved within 3-6 months with the right training and coaching.
- Knowledge is important, but skills drive productivity.
- Training should focus on developing skills, not just imparting knowledge.
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