An idea without an action plan is like an engine without a chassis…it sounds great but it goes nowhere. In sales, 99% of people know what they have to do to be successful; but a much smaller percentage have any idea how to put it into practice. As salespeople, we are suckers for the clever quote, the pithy phrase. Turning these into actions that move us out of our comfort zones is another matter. The irony of salespeople is that we love new products but we hang on fondly to old habits – good and bad. One idea that is actionable is worth much more than ten without.
This is why any sales training must always include tools that help the participants put the ideas into action.