I am a big believer in the work ethic. Those who practice their craft consistently and put in extra hours make their work look easy. It does not matter if you are an NFL quarterback, a teacher, or sales training professional, the difference in the output is in the additional effort. The Italian painter and sculptor Michelangelo (1475-1564) said, "If people only knew how hard I work to gain my mastery, it wouldn't seem so wonderful at all."
Many people attribute great success to talent, never stopping to think of the long hours of sales training, work, practice, and effort that went into developing the talent to the fullest extent. Professionals in all fields make it look so effortless and easy it clouds our judgment of what it took to achieve that result. For example, take the elementary school teacher whose classroom is always "fresh" with wall decorations, posters, sayings, the latest information, to capture the child's interest and imagination. No one sees the extra hours devoted to develop, find, and make those unique and special teaching aids.
No one is watching the sales training professional in sales training, or when they take a new product or service and research every aspect, learning benefits a potential customer will receive from purchasing the goods or services, and planning how they may present it to prospects and customers alike. Additional hours spent becoming an expert, even more so than the person in their company who obtained it to be sold. The sales pro becomes the first one in the department or company to receive an order every time, because of their work ethic to be the best.
Drew Brees of the New Orleans Saints is considered one of the best quarterbacks in the NFL. Drew makes it look easy and the secret to this success - incredible work extra work, even when no one else is around. Sean Payton, Drew's coach on the Saints, tells a story about Drew during a bye week last season (2008). It was the Sunday afternoon and Coach Payton was leaving the Saints building when he sees a guy out on the field in shorts with a ball. "It's Brees out there by himself, Sunday 1:30. And I say, 'What are you doing?'" "He says, 'I'm just trying to stay in my routine, simulate a game, so my body is still in condition.' That mock game is one reason Drew Brees has become arguable one of the top Quarterbacks in the National Football League.
Additional sales training, time, effort, and sacrifice are required to be the best and it makes no difference which career path you follow. Making it look easy and being the best comes with a price. The top sales training pro knows that each prospect or customer requires extra attention and carefully analyzes each to determine the best way to approach them and fulfill their needs. The planning, preparation and work shows up in the sales training presentation and those involved seldom recognize what it took to please the client and close the sale. To the untrained eye, it appears that the sales training pro wins the contract on their talent, but to those in the know, talent plus incredible work ethic is how they make it look easy.
