Knowing What to Do is Apart from Actually Doing It
Here is some valuable information:
“Knowing What to Do is Separate from Actually Doing It!”
I am continually amazed by comments from leaders of organizations who announce “my people know what to do.” And, then when asking questions about the outcomes and results – I get non answers or corporate speak. (Corporate speak is the sterile response to a tough question that contains no emotion, no action and no commitment.)
Why does this happen? Because the “knowing-doing” gap is in action or really inaction. The Knowing-Doing gap is a fatal condition that allows people with excellent information and knowledge to limit their actions or worse – take the incorrect actions.
I had a sales manager tell me that he was concerned about his team. They kept telling him – usually when they lost a potential sale or customer – they knew they did something wrong – even though they were trained to do it correctly. He told me that he was hearing this too often and he knew he had to take action or his team could fall short of their goals.
Now this was also important to me since I had been assigned to developing this team and had worked with them for a year. Yet, I knew the issue first hand since it had come up before. The major issue in my opinion was a lack of belief regarding new techniques or methods or a total lack of self esteem on the part of the sales person.
Here is the effect of the two major causes for lack of execution of learned knowledge. First, the strongest and most troublesome cause is beliefs. Belief issues come in two forms: A lack of trust that a new method or technique will work or a long held belief in another technique or method.
The first form of belief issue can be corrected using application exercises (role play) to practice and learn. This experience goes a long way in developing trust or faith in a new method or technique. It also gives the sales person an opportunity to ask questions during the exercise to gain insight into its use.
The second form of belief issue can be a more difficult or complicated issue to correct. There are a couple of additional factors that play into this issue. Personal agendas whereby the sales person is fighting the acceptance of the new methods. However, the most common element are subconscious level beliefs that hinder the acceptance of new methods or information. This form takes a specialized focus to actually reprogram the subconscious mind to the point that the sales person will actively use the new information and increase their sales results.
The sales manager that I was telling you about allowed us to work his sales team to change the self-limiting beliefs and activate more Doing. We were able to close the Knowing-Doing Gap using a proven, yet, new technology to help each sales person deal with their personal limiting beliefs. The results were amazing as sales grew over 25% during the year after this process.
The other major issue for sales success is self esteem. Now this issue is a self development or self improvement issue for the sales person. When I encounter this factor (usually only one or two members of a sales team are needing immediate attention – their morale is low, energy levels are low, results are headed down, and in some cases are self destructive.) a comprehensive personal development process is needed. More than once, the Phoenix Seminar has saved a sales person’s career (Words used by the sales people who used this process as a catalyst to take control of their live and their success).
Okay, still not believing this information! Okay, regarding beliefs go to Getting Results Faster and read about how the process works. For those who need to re-energize your career and get that inner drive back – go the Phoenix Seminar site and watch some videos about this world class process as well as participant comments. You can’t make this stuff up – it’s real. Go check it out and then call us – 901-757-4434.
Voss Graham
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Tags: Beliefs, Bridging the Knowng-Doing Gap, high performance sales teams, Impact of beliefs on performance, Knowing-and-Doing Gap, Phoenix Seminar, Self-Esteem
