A Toasted Bagel and Five Minutes to Understand the Impact of Sales Training

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

This morning I placed a bagel in the oven, turned on the oven light, and experienced an epipheny. This is one exercise you'll want to try at home - really.

1. Cut Bagel in Half
2. Place Bagel on Cookie Sheet in the oven.
3. Turn on oven and set to Broil.
4. Don't leave the oven.
5. Turn on the oven light.
6. Watch the bagel through the window.

Here's what you'll see:

The oven heats up and hot air is blown in the bagel's direction but nothing happens.
This continues for about three minutes.
Then, all of a sudden, the bagel starts to turn brown, slowly at first, and then really quickly, and finally, a moment later, it's done.

Now apply the following translation:

Bagel=Salesperson
Oven=Sales Trainer
Air=Training
1 Minute=45 Days

Translated Story:

Sales Trainer provides sales training to salespeople and for the first four to five months nothing happens. The salespeople remain in the training and all of a sudden, after about 6 months, the salespeople appear to understand the training. And then, very rapidly, after just a couple of more months, they're complete.

Salespeople may be like children, but in training they're more like bagels in an oven.

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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

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Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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