In a recent TED talk, Sir Ken Robinson contends that too many people endure what they do and too few love what they do. Yet, when people love what they do, they excel + it’s simply not true of enough people. Robinson contends if we want people to be high performing, we need to ignite their passions + the key to doing so is more personalized learning. Too much of the way we now work centres on conformity. It’s modelled after fast food (where everything is standardized). It impoverishes learning + drains passion.
In Robinson’s view, what’s needed is just the opposite: more personalized learning done in ways which ignites peoples’ passions. Learning, provoked with feedback, which shows people that what they do matters + hones their craftsmanship, as in this example. It’s an approach in which people develop their own solutions, and own their own successes, leveraging talents they’ve always had.
The lesson arising for improving sales productivity? Reps will earn more when they can see the buyer impacts they’re having from the efforts they’re investing. It’s a highly personal story. When told to skilled, motivated Reps, continuous learning’s a given. It’ll be most pronounced amongst those with the curiousity to grow. Their work will still be hard work. But it will be more fun. Hard fun, but fun.