Questions and Answers
What is the main difference between knowledge and skill in sales?
Knowledge can be gained quickly through resources like the internet, but skill takes time and practice
What is the cause of productivity issues in sales?
Lack of skill
What does the Dunning Kruger Curve show?
How knowledge and understanding can fluctuate
Which of the following can be gained quickly through resources like the internet?
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What is necessary to improve skill in sales?
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What does coaching involve in sales?
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What can a good coach do in sales?
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How long does it take to achieve productivity with the right training and coaching in sales?
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What is more important in driving productivity in sales?
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What should training focus on in sales?
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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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