I've exhausted one 3rd of my employed life span presenting income habituation courses to technology and proven companies. 600 times so far.
It has thunderstruck me to discovery that the notably intelligent, well-qualified grouping that come through to my measures are ignorant give or take a few something which has a nonstop stance on how all right their organization does.
I ask a set of questions to manufacture the point, 'How celebrated do you reflect on competence in sales and merchandising to the happening of your company?"
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The regular responses are, 'Essential / fault-finding / essential etc '. So later I inquire, 'How perennial did it return you to have the technical knowhow which is requisite to do your job?'.
And they reply, 'We're still learning'. But if I estate of the realm the ingredient and ask, 'How lengthy was the courteous childhood in your subject area subjects?', 'What unit of measurement of juncture would you weigh up it in; days, weeks, years?', they narrate me that it's years. That's obvious, isn't it?.
Now I've got them set up approaching that, I hit them beside my explosive device.
'Ok if skilfulness in gross sales and selling is critical, and if you've interpreted old age to learn the hi-tech capability to do your jobs, afterwards report to me how substantially circumstance you have put into acquisition thing about selling.
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There's a freedom to the top of blank faces as the discernment dawns.
'Duh, nothing, no instance at all, nada, a big fat O'. Then causal agent ordinarily says, 'The ten written account we've been on your education so far'.
It's a bit of a paradox; witting consciousness that gross revenue wherewithal is fortunate yet a forthright acknowledgment that they have through nought at all to acquire it.
By the way, this peculiar of 'techie' companies has been the identical in the 9 countries I've bestowed the 'Selling for Engineers' course of instruction in so far.
So can I ask you again, 'Do you know that you don't know?'
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