If you're a business leader, or aspire to leading, this next fact should scare the pants of you.
Today, the most savvy sales cultures seek to collect best practices from their top people, and then teach those practices to their other producers. In theory, that's a smart model. So, what's wrong with it? Plenty. For starters, it's ineffective. Here's why. Although, most top performers can tell you WHAT they do, rarely ever do they know HOW they do it. If you don't know the HOW, you can't duplicate the results.
To understand the significance of this problem, let's look at how someone might collect your own best practices. I'll play the role of the interviewer. I ask you, "Bill, what do you do that makes you so successful?" You do a quick brain scan and realize that the answer lies in your focus on client relationships. "Mike, I build relationships." I, then, say, "Great! Exactly, how do you do that?" And, you say, "Uh, I don't know."
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