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Inspiration

Invest in your professional development

n numerous occasions, Thomas Edison said, Disciplined study, practice, review
"Genius is 1 percent talent and 99 percent
perspiration." This is true for all areas of life, It takes disciplined study, practice and review, along
O including sales. And a good portion of that 99 ongoing support to make the grade as an MLS. This means
percent applies to sales training. Yet all too often, training cultivating of good habits. For example, just as you write
for sales reps can get short shrift. down your business goals and the steps needed to attain
them, write down your study goals and steps. And just as
In Good Selling! Thirteen Weeks to Personal Success," Paul H. you set aside time each day for prospecting, set aside time
Green reflected on this. "I have found that for individuals for study, too.
new to sales, the need to run with the big dogs as quickly
as possible drives some to take shortcuts on their learning Also, use all modes of study available to you – and be
experience," he wrote. "In my view, that is a bit like willing to invest a reasonable amount of money for access.
skipping general anatomy when you're attending medical That means print, electronic and audio books, and videos.
school." It means attending webinars, live seminars and trainings,
as well as industry tradeshow presentations. And it means
While on-the-job training is integral to a merchant level taking notes on all of those – and reviewing those notes to
salesperson's education, that doesn't mean a new sales rep solidify your learning. Another essential is networking at
should be thrown into the field with negligible preparation events, connecting with peers and forming study groups
and scant ongoing support. The Scholars Online website in addition to learning from the best in the field – and
reminds us, "It takes us time to review details and develop even asking those your find the most astute to mentor you.
the memory skills needed to master a new concept."
If someone doesn't have time to mentor you, the person
As we all know, those entering payments face a steep may be active on tradeshow committees. You could
learning curve. Plus, as the industry becomes increasingly volunteer and work beside the person and learn that way.
complex, that curve grows only steeper. And at no point can To keep on learning, you also need to be motivated.
payments professionals simply skate by, because ongoing Consider joining a mastermind group to have equally
innovations in payments require ongoing learning. committed peers to help hold you accountable for attaining
your study and business goals.
The quality training is offered varies greatly from company
to company. Often, MLS are independent contractors Remember this is an ongoing project that requires a
without managers keeping track of their progress and multistep approach to be effective. As with all aspects of
results. Thus, many must take responsibility for acquiring life, what you gain is directly proportional to what you put
the right knowledge and skills to succeed. So how is this in. Attending two-day tradeshows periodically will give
done? you valuable boosts, but for lasting impact, also commit to
investing in your development daily.

Kate Gillespie, President and CEO
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