Belief Drives Behavior More Than Talent

At RAB, we have the privilege of watching people take part in courses, workshops and training - and then seeing them grow and change the way they work, live and lead.

One mistake people often make is believing that if we change our habits, build our skills or learn a new method, better results will automatically follow.

If I learn how to prospect more effectively, I’ll gain more clients.
If I improve my closing skills, I’ll make more money.
If I become a better manager, I’ll build a stronger team.

And yes, skills matter. Training matters. Learning better ways to do our jobs absolutely matters. But there is another piece that can either accelerate our growth or quietly keep us from ever using what we’ve learned.

That piece is belief.

Because belief drives behavior more than talent.

What we believe, whether it is true or not, shapes what we expect, the choices we make and the actions we are willing to take. And over time, those choices become the results we experience in our work and in our lives.

Think about two sellers who have received the same training and have similar abilities.

One believes, “I have something valuable to offer and business owners will benefit from meeting with me.”

The other believes, “People don’t want to hear from salespeople and I’m probably bothering them.”

The first seller makes the call. They ask for the appointment. They follow up after hearing “no” because they believe the conversation is worth having.

The second seller hesitates. They send another email instead of picking up the phone. They avoid following up and see every “no” as proof that prospecting doesn’t work.

The difference may not be talent. It may be the belief driving the behavior.

The same is true for managers.

A manager who believes people are capable of growing will coach, ask questions, give feedback and have honest conversations.

A manager who believes people either “have it or they don’t” may avoid coaching, become frustrated by poor performance and keep replacing people instead of developing them.

Again, the difference isn’t always skill. It is often the belief beneath the skill.

Beliefs are the lens through which we see the world. They shape what we notice, what we expect and what we believe is possible.

That is why changing behavior alone is often not enough. We can teach someone exactly how to make a prospecting call, coach an employee or lead a difficult conversation. But if the belief or thinking underneath the behavior never changes, the new skill may never be used consistently.

Think about a tree …

Skills, habits, actions and results are the parts we can see above the ground. But belief is part of the root system beneath it all.

When we try to prune the branches without strengthening the roots, the growth is hard to sustain. And when the roots are not watered and cultivated, the tree cannot hold the weight of expansion or endure a storm.

Confidence may tell someone, “I know how to do this.”

Belief determines whether they will actually make the call, speak up, have the conversation, take the risk or try again after hearing “no.”

Next week, RAB’s Professional Development team will partner with the Indiana Broadcasters Association for Women Who Rise and Leadership MasterClass. We believe this topic is so important that we’ll be exploring it at both events.

Yes, participants will leave with practical skills and tools. But they’ll also have the opportunity to examine the beliefs influencing how they sell, lead, communicate and make decisions - because lasting growth requires more than simply knowing what to do.

And thanks to the Indiana Broadcasters Association (IBA), these experiences are being offered at an incredible value. Leadership MasterClass, normally a $1,500 program, is available for just $100 - hotel accommodations and meals covered by IBA. Women Who Rise is free for IBA members.

Space is very limited and the events are happening next week. Don’t wait. Please reserve your seat today. CLICK HERE for more details and to register.

Because the goal of professional development is not simply to give people more information. It is to help them see something differently - and then give them the tools and courage to act on what they see.

Women Who Rise and Leadership MasterClass are also available to state broadcaster associations, radio groups and individual companies across the country. If you are looking for a meaningful way to invest in women in broadcasting, develop emerging leaders or strengthen the managers already leading your organization, we would love the opportunity to bring one of these experiences to your team.

Skills matter. Training matters. Talent matters.

But talent alone does not determine who makes the call, asks for the opportunity, speaks up in the meeting, coaches the struggling employee or tries again after failure.

Talent determines what we are capable of. Belief determines whether we act like it.

Kim Johnson is the Vice President of Professional Development. You can reach her at kjohnson@rab.com.