It\u2019s a gem of a book that describes in detail how to truly develop skills effectively. The authors don\u2019t focus solely on sales skills\u2014far from it\u2014but that\u2019s obviously the content that I tore through.<\/p>\n\n\n\n
The book is jam-packed with information and I would never attempt to summarize it completely in a few lines. I really encourage you to pick it up.<\/p>\n\n\n\n
I will, however, share with you the main insights I took away from it. I hope that it will make you want to take a hard look at your own practices to develop your skills or those of your salespeople.<\/p>\n\n\n\n
When reading what follows, keep your mind on the pursuit of excellence<\/strong> and nothing else. That\u2019s the goal described in the book.<\/p>\n\n\n\n First, the author notes that the most common approach for acquiring a skill is not enough to aim for and achieve excellence.<\/p>\n\n\n\n Here\u2019s an example that demonstrates the classic approach:<\/p>\n\n\n\n It\u2019s a bit like driving. You\u2019re not necessarily a better driver after 20 years than you were after your first year of driving.<\/p>\n\n\n\n This same phenomenon can also be seen in our work life. If they are not careful, a seller in the business for 20 years can have the same level of expertise as they did after their first years. The same goes for managers, by the way.<\/p>\n\n\n\n The first proposed resolution: sort out what you can leave in the \u201cgood enough\u201d pile and what you need to improve upon on a continual basis.<\/strong><\/p>\n\n\n\n The author presents Purposeful Practice<\/strong> as a means of getting past the \u201cgood enough\u201d plateau. Regular practice of this type over a long period of time is the key to making significant progress.<\/p>\n\n\n\n Here are the key ingredients to this type of practice according to the authors. I\u2019ll let you compare them to your own way of doing things.<\/p>\n\n\n\n Returning to the golf example, there is a substantial difference between \u201chitting balls\u201d repetitively, without thinking, and \u201chitting balls under competition conditions with a competition-level routine and concentration.\u201d<\/p>\n\n\n\n Purposeful Practice consists in splitting your end goal into smaller, intermediary steps that you can work on individually.<\/strong><\/p>\n\n\n\n To clarify this point, the authors use the example of runners and swimmers, who often let their mind wander<\/em> while training. There\u2019s nothing more tempting than daydreaming during such a long, repetitive activity. The problem is that doing so is a lot less effective. The hours spent in the pool aren\u2019t enough to achieve excellence. The authors cite the example of a champion swimmer who made real progress once she stopped letting her mind wander and started focusing on each stroke, to continually perfect all the minute details that affect performance. Obviously, you can only practice with this level of concentration for a limited amount of time. You can\u2019t maintain 100% focus for hours.<\/p>\n\n\n\n That is why you need to practice purposefully within a set time frame: not too long, but with full attention from start to finish.<\/strong><\/p>\n\n\n\n This is very important. Practicing what you already do well maintains your level but doesn\u2019t lead to improvement. Purposeful Practice consists in attempting things that you have not yet mastered and\/or trying to do them differently.<\/p>\n\n\n\n The authors hammer home their key idea: you make progress by continually leaving your comfort zone. They cite the example of the amateur pianist who took lessons for a decade and then played the same compositions for the 30 years that followed. He\u2019s not a better pianist than he was 30 years ago. He may not even be as good as back then.<\/p>\n\n\n\n Purposeful Practice does not involve doing more of the same technique, but rather doing it differently and better to improve.<\/strong><\/p>\n\n\n\n The authors emphasize the importance of having a coach, mentor, or teacher to show you how to do things differently and reach new milestones. In general, making progress involves not just practicing more, but also practicing differently. That\u2019s why it\u2019s important to have a coach who can suggest different methods to take it up a notch and get past plateaus as you progress. The best will then help you achieve the level of maturity required to give yourself feedback on your own.<\/p>\n\n\n\n Purposeful Practice requires external or internal perspective to help you understand how to improve.<\/strong><\/p>\n\n\n\n Motivation is another crucial point, because it\u2019s what pushes you to continue working over time. And you need to be motivated to leave your comfort zone (which is uncomfortable!) for an extended period. Keeping up your motivation is easy in theory but much more difficult in practice.<\/p>\n\n\n\n Quality feedback and regular progress evaluations and updates serve as motivators that help you maintain the desire and energy needed for the constant battle of practicing outside your comfort zone.<\/strong><\/p>\n\n\n\n So to review, Purposeful Practice consists in leaving your comfort zone with targeted goals and a training plan developed based on those goals, while maintaining long-term motivation.<\/p>\n\n\n\n Deliberate Practice is the next step up, the ultimate level of skill development.<\/p>\n\n\n\n Here again, the authors provide many fascinating examples, which demonstrate how to turn Purposeful practice <\/strong>into Deliberate Practice<\/strong>. There are three complementary components on the path to excellence and expertise.<\/p>\n\n\n\n Deliberate Practice involves pinpointing and assimilating the practices of the very best experts. Not every field is fortunate enough to have distinguished what separates the best from the rest. But when they have done so, and set specific training goals and provide quality feedback with that knowledge, training reaches an optimal level.<\/p>\n\n\n\n Progress goals and feedback should draw inspiration from the practices of top experts.<\/strong><\/p>\n\n\n\n The difference between the experts and the rest is that through years of practice, the former have gained the ability to imagine the various options in fine detail. That, in turn, makes them more effective at solving problems they encounter and mastering the highly specialized skills needed to excel in their field. The more extensive and more detailed your mental representations, the more you can come up with quick responses to the situations you encounter.<\/p>\n\n\n\n Modeling instincts, attitudes and methods suited to different situations is an ongoing pursuit that requires fledgling experts to constantly seek out potential alternatives.<\/strong><\/p>\n\n\n\n Traditionally, teachers most often focus on knowledge. Even when the goal is to gain the ability to do something, the traditional approach involves providing information on the right technique and hoping that the student will be able to apply<\/p>\n\n\n\n this knowledge. Deliberate Practice, on the other hand, has a quasi-obsessional focus on performance and how to improve it.<\/p>\n\n\n\nWhich, alone, is not sufficient.<\/h3>\n\n\n\n
Purposeful Practice for steady progress<\/h3>\n\n\n\n
Specific goals<\/h4>\n\n\n\n
Maximum concentration<\/h4>\n\n\n\n
Systematically leaving your comfort zone<\/h4>\n\n\n\n
Quality feedback<\/h4>\n\n\n\n
Sustained motivation over the long term<\/h4>\n\n\n\n
Deliberate Practice<\/h3>\n\n\n\n
Identification and assimilation of best practices<\/h4>\n\n\n\n
Develop the most extensive mental representations possible<\/h4>\n\n\n\n
Focus on hands-on training<\/h3>\n\n\n\n