If I had a nickel for every person I have trained, I would be fairly rich. If I had a nickel for every person I have trained who didn’t really know if they could do their job, well, I’d be filthy rich! Why? Because the majority of people I train today are there by circumstance rather than by choice. And while a seasoned sales trainer or motivational speaker can harness the circumstance to build a better, stronger salesperson, it is always easier to deal with the issues up front.

3. The Productive, “Sell More” Achiever Asks Two Questions:

A. Can I do the job; and

B. Do I like it well enough to actually do it?

I remember a job I had for one day. I was working at a drycleaner establishment. My job was to stand by a circular steel table and turn pants pockets inside out. I understood what I was supposed to do. I could do it, although my heart wasn’t in it. I was bored silly. I took the job because I needed a job and the money. I decided, however, that even though I could do the job, I would not do it. So I subsequently quit the job and looked around until I got a job that I liked better. Even though we understand and can do the job, if we hate it, or aren’t challenged by it, we won’t be very productive, and certainly not fully empowered.

Recently while in Dubai on a speaking trip, I had the CEO of a large Middle East company ask me a question, “Big Al,” he said, “How can I get my people to do things right?” That seems to be the question of the day doesn’t it?

5. The Productive, “Sell More” Achiever Does It Right

Strange, isn’t it, that there’s always time to do it over? So why not take the time to do it correctly in the first place? Leaders and sales trainers know that success and empowerment in the work place will come by consistently doing the job right.

Many of the major car manufacturers have allowed their assembly line workers to move from one section of the line to another to “follow” the product from start to finish. They don’t give extra pay or extra benefits for those moves. By allowing the employees to be involved from beginning to end, the productivity increases and the employees develop pride in the finished product. At the same time, mistakes and sabotage decrease radically.

I love Disney Land. My kids love Disney Land. My credit card loves Disney Land. How can you not fall in love with a place that sells $12 hot dogs? Ha! And yet Disney Land is a place that every leader, motivational speaker and sales trainer can learn from. Why? Because they do the little things well!

Disney Land Does the Little Things Well

When I visited Disneyland in California and in Florida, I was impressed by its cleanliness. There were maintenance people liberally sprinkled around Disneyland who carried a broom and a dustpan. Constantly they were sweeping up cigarette butts, popcorn and scraps of paper. They did the little things well.