“I Am Willing to Learn” vs. “I Want to Learn”

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment!

This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry. My company does not necessarily do things the same way as your former employer.

I’ve also found this same axiom to be true in providing sales training as an independent consultant. The company’s salespeople will always express a willingness to learn. This is, unfortunately, often a canned response. Their company is paying me to coach and they are smart enough not to reject that offer … overtly.

Still, that attitude, whatever it is, will eventually reveal itself during the training. I get it. Who am I to come in and teach experienced sales reps and often in an industry that I am not familiar with? They have a right to be suspicious.

I have also learned that sometimes my methods could be improved and improved substantially. My bad. I have a tendency to be … too forceful. I need to get better at explaining that my goal is not to change the way that they sell, they are professionals, but rather to give them a few ideas that might take their sales to the next level.

Now, who would not want this? Well, apparently, plenty of people. They are content in their comfort zones, may be happy with their earnings, and change is hard. It is uncomfortable and regardless of the prospect of possible increased earnings. They don’t want to change. This presents a tough row to hoe for both them and for me.

I must confess that this topic popped into my head as I was evaluating my own professional transformation over the past decade. While I am extremely results oriented, it also occurred to me that, perhaps, the work in itself was it’s own reward. I have an insatiable appetite for learning new things.

Ten years ago I could barely operate a computer. Today I create and maintain my own websites, have created an online school, and will be regularly conducting webinars. 9 times out of 10 I can generally troubleshoot tech issues and I am extremely non-technical.

I’m a salesperson, have been so my entire life, but now I am learning marketing. While everything that I have learned has been uncomfortable, marketing may be the most so. I flat out don’t like any of it, but my end goals justify the pain.

I’ve been at least semi-retired for several years now. This status fluctuates depending on what might interest me at any given time. My plan has been to fully take down my shingle in 2023, but now I’m not so sure that I will ever do that.

Why can’t I just continue to learn and maybe pick up a little coffee money here and there? I can do it for shits and giggles but the important part is that I want to continue to learn. Who knows. Maybe I’ll get lucky and strike gold. Even a blind squirrel finds the occasional nut and I know that I can make my own luck.

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!