Sharpen the Saw — Or Watch It Get Dull

With the weather finally warming up in Wisconsin this weekend, I got the chance to evaluate the yard. I’ll be doing lots of cleanup over the next few weekends. Some of it will involve cutting branches, trimming trees and refreshing the firewood pile. So where should I start? By sharpening the saw.

Schmidt, this is a sales tip, right? Not your home improvement to-do list? I’m glad you asked. Let me connect the dots:

Companies with formal sales training programs achieve about 15% higher quota attainment than those without.

Fifteen percent.

It's not because their product is better. It's not because their market is easier. It's not because they “got lucky.”  It’s because they trained.

Another study from Hyperbound.ai shows that for every $1 invested in sales training, companies see roughly $4.53 in return — and trained teams improve win rates by nearly 19%. That’s not motivational fluff. That’s solid math.

But here’s the part we don’t talk about enough. Sales is one of the only professions where people think experience alone is enough.

You would never say:

“I’ve been flying planes for 10 years. I don’t need recurrent training.”
“I’ve been practicing medicine a long time. I’m good.”
“I’ve been coaching for years. No need to review fundamentals.”

Yet in sales?

“I’ve been doing this for 20 years.”
“I already know how to sell.”
“I just need better prospects.”

Here’s the truth:

Experience without development creates habits. Development refines habits into mastery. And mastery compounds.

The market has changed.

• Buyers have changed.
• Attention spans have changed.
• Trust dynamics have changed.

If your skills haven’t evolved, you’re not standing still — you’re falling behind.

The highest-performing sales professionals I know are learners. Relentless life-long learners.

• They read.
• They role play.
• They attend workshops.
• They ask for feedback.
• They sharpen fundamentals.

That last one matters most. Why? Because professional development isn’t about learning the latest “closing trick.”

It’s about strengthening the basics:

• Asking better questions.
• Listening more intentionally.
• Understanding business drivers.
• Communicating value clearly.
• Managing objections calmly.
• Following up with discipline.
• Understanding the changing market.
• Following the latest trends in martech.
• Understanding the new customer path-to-purchase.

Those fundamentals don’t get old. They get sharp.

The best teams don’t train because they’re weak; they train because they’re serious. And here’s something else I’ve noticed…

Training does more than develop skills. It boosts confidence. When sellers know what they’re doing — when they understand the process, psychology and purpose — they present themselves differently. They stop winging it. They stop hoping. They begin leading conversations.

• Confidence increases activity.
• Activity increases opportunity.
• Opportunity increases revenue.

That’s the momentum of success. Professional development also sends a message — to your team and your clients:

“We take this seriously.”

Managers: It shows your sellers they are worth investing in. Sellers: It shows your clients they are working with professionals, not order takers. And in a world where buyers are skeptical and competition is loud, professionalism stands out.

Before you accuse me of a shameless plug, let me clarify — training doesn’t have to come from just one source. These days, you can learn everywhere. Books. Podcasts. Workshops. Certifications. Peer groups. Conferences.

The point isn’t where you train. The point is that you do. Because a dull blade works harder and produces less. A sharpened one cuts clean.

Now, the shameless plug... of course, we have plenty of training options for you. You can explore them here. And for our friends in Nashville and nearby areas, we are hosting a free Sales Empowerment Workshop. You can find details and register here. As of this writing, only ten seats remain.

If you want higher goal achievement, better win rates, greater confidence and thriving local businesses, don’t look first at the pipeline.

Look at the practice.

The best sellers and sales teams don’t just work hard. They work on themselves.

Think Big, Make Big Things Happen!

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@RAB.com. You can also connect with him on X, YouTube and LinkedIn.