Recently, I did a webinar for sales leaders titled "How to kick your reps out of their comfort zone." Sounds brutal, I know, but it wasn't. You see, for the past few years I've been studying how the brain works and what it means for salespeople.
The good news is that our brains are designed to look for patterns and then systemetize them. The bad news is, that's when we go into cruise control mode — which means we're not actively learning new things and adjusting to changing conditions.
The problems are further compounded because our bodies are wired to keep us safe and happy. So, when we step outside our comfort zone, our brain screams at us: "Wrong way! Don't go there! It's not how we do things. You might fail or look stupid in front of your prospects."
With messages like that swirling in our heads, it's really hard to change. It takes a conscious effort over time to seek out new knowledge and to acquire new skills.
What was my message to the sales leaders? To create an environment of continuous learning and experimentation. It's the only thing that works. But back to you …
What can you do to kick yourself out of your comfort zone?
1. Start by exposing yourself to new ideas.
Go deeper than you usually do. Read an entire sales book — armed with a marker, pen and post-it notes.
