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May 2019

When we first hear the word evolution most of us immediately think of Darwinism. In case you didn’t show up for the test that day, here is the Cliff Notes version. Darwin's Theory of Evolution is explained as a slow gradual process. Darwin wrote, "…Natural selection acts only by taking advantage of slight successive variations; she can never take a great and sudden leap, but must advance by short and sure, though slow steps."

Obviously technology has witnessed a mind boggling evolution process. Additionally, it can be said our personal and professional lives are also about evolution. While most of us have maintained our core basics over the years, we can also see how we have evolved. We have gradually developed and adapted our opinions and beliefs to meet the challenges of life’s transitions. We have also gradually developed different skill sets so we can compete, survive and be productive.

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We evolve through learning. Some learning is formal and some is through trial and error. But we must continue to learn to succeed. And so it must be with sales professionals.

Sales professionals must continue to evolve to meet the ever changing selling market. The consistent message over the decades has been how you sold years ago does not necessarily meet today’s buyers’ needs. If you need a refresher course in understanding the importance of change, then I encourage everyone to either read the books or see the movies for both Glengarry Glen Ross and Death of a Salesman. Both movies are brutally honest about what can happen to sales agents who do not adapt to the changing world of sales. The core basics will always be part of the sales skills matrix. But ask yourself, are you building that matrix with a 3D printer or an etch a sketch? Evolution.

To prepare for tomorrow, agents will need to incorporate updated sales skills acquired through knowledge and training. For sales training to be effective, many agents will need to be nudged out of their comfort zone. This can create some resistance but if how they have been selling for years is no longer effective, then change needs to happen. You know what they say about repeating the same behavior and expecting different results.

Sales evolution is an ongoing process that has requirements for everyone. Management must insure there is a work culture that drives and supports top sales performance. When applying new skills, agents need to know exactly what to do and have sufficient support when they're not in their comfort zone.

Additionally, agents need to be held accountable. They also need feedback to adjust. This is where LeBlanc & Associates can help. Through our Video Profiles and comprehensive reports we can document your sales team’s progress. Having more than one mystery shop series a year allows both management and the agent to determine how they have developed and where adjustments need to be made. No sudden leaps but short and sure through slow skill building steps.


So let’s start your sales team’s evolution. Connect with us. It’s easy!

• Call.
• Email.
• Submit an online request.

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Top 10 Global Cities For Music Festivals
As far as music festivals are concerned, these are currently some of the biggest in the world. List by CultureTrip
1. Indio, CA. Coachella.
2. New York, NY. Governors Ball.
3. Manchester, TN. Bonnaroo.
4. Somerset, UK. Glastonbury.
5. Roskilde, Denmark. Roskilde Festival.
6. Benicassim, Spain. Benicassim.
7. Budapest, Hungary. Sziget.
8. Essex and Staffordshire, UK. V Festival.
9. Reading and Leeds, UK. Reading and Leeds Festivals.
10. Dorset, UK. Bestival.
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