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ENS on SalesENS on Sales is Wayne's weekly media sales tip. You can signup below to get your free copy in your email every week, and you are welcome to view our archives. To request more information please complete the following form:**All requests are submitted only to Angela and Wayne of ENS Media Inc.**
Off the StreetOFF THE STREET Formula One racers often make two to three pit stops of up to ten seconds each to fit fresh tires, make minor performance adjustments, refuel or make emergency repairs.
In total they can ‘waste’ up to thirty seconds ‘off the street’ in the pits, even though races are often won or lost by a mere fraction of a second.
Occasionally I have managers tell me they can’t invest in training, new revenue initiatives, or take time for coaching because their team ‘can’t afford that much time off the street’.
In virtually every field, from football to motor racing, and from law to medicine, the top practitioners make regular ‘pit stops’ for training, for coaching, to tweak their performance or to refuel and re-energize.
If taking your team off the street for a few hours of training or coaching does not improve their performance and revenues, you have the wrong trainers, coaches and new revenue initiatives.
Time and money invested in the pits is designed to help winners win and should never cause you to lose the race.
P.S. Some sales people will complain to management that they can’t afford the time off the street to refresh their tires, improve their performance or learn new revenue development systems. These people are generally only ‘in’ the race, and are not serious about doing whatever it takes to win the race.
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