Making the shift from Knowing, Doing to Being

I’m not interested in what you know, how long you’ve known it for or even how much you know.  I am happy that you know it. 


Experience shows me though that it’s not knowledge that changes things, it’s the application of that knowledge.  We can know a lot of things, we may be well read, we may even be the smartest person in the room 

But without putting that knowledge to action, all of that brilliant time spent on gaining new insights and information is just sitting there.  Dormant.  Stagnant.

When we begin to apply new knowledge we get feedback that we can use to iterate that application again and again and again in a process of constant and continuing improvement.  For each time we reflect after taking action on its impact, its response and what needs to happen now as a result, we garner a new understanding.  New knowledge.

It’s one of the fastest ways to improve any situation – especially sales.  The more we practice, reflect, iterate, practice, reflect, iterate….the faster we improve our technqique and our impact.    And of course, our results begin to improve immediately with faster response times, shorter sales cycles, increased conversion rates, deeper insight ….it truly is a game changer.

So if I said to you that this was possible, would you tell me that it’s only possible for me?  For some people?  For you but not with everything you do?

For the most part, this is the sad fact.  For many sales leaders and sales people even when the life raft of new information is presented to them, and even though they can see that it will get them out of the murky water they find themselves in, many choose to continue treading water.

Can it really be as simple as getting into the life raft?  Yes.

Just because something is simple doesn’t mean it’s not effective.  We humans adore complication.  It can be another way though of procrastinating.  Note that.

And like any new behaviour, new action that comes from the application of new knowledge or information, unless we use the approach of practice, reflect, iterate, practice, reflect, iterate every single day every single time, we have less of an opportunity to allow that action to change our behaviour permanently.  It’s why its suggested that to start a new practice to commit to doing it daily for 28-40 days.  And if you miss a day go back to day one.  For to make the next shift from doing to being, that’s what it takes.

So ask yourselves: how committed am I to staying in my cosy slippers of less than I know I can achieve?  What if it were that simple that I just need to do it and do it and do it?  What does it say about your growth mindset to know something and choose to not do it?

Ignorance is one thing but once you know different and then choose not to act differently consistently in order to be different, you are choosing the results and consequences that come from that.


Be better than you were yesterday.



View our other posts

Support one another

It’s been tough enough over the last 20 months: we don’t need to make others bad and wrong in order to move forward.  It’s low level, distracting and unhelpful.   Instead, let’s see how we can unify behind one another to lift each other’s energy, emotion and...

The state of sales leadership

We’re witnessing and living through a time we’ve not experienced before.    A phase of constant uncertainty about the future – even with “re-opening pathways out of lockdown”.  In Victoria, we were told our 4 month lockdown in 2020 was to end all lockdowns...only...

Are you someone who just breathes in?

When I first heard someone say this, I loved it because it says it all!    Are you someone who simply sucks the air in, or are you someone who contributes? I’ve written a lot lately about the obvious difficulties we’re experiencing, selling remotely in a market...

I’m not a salesperson – why this isn’t helping

It’s getting tired actually.    I mean, how deluded are we when we’re responsible for driving any of the following and not join the dots to selling: Memberships Clients Revenue Sales Donations Corporate partners Retention Services Subscriptions Participants...

Is it time to readjust your sales force?

With changes to markets, and so much disruption going on, it is inevitable that companies are looking to the levers they can utilise to maximise revenue, and reduce costs so they can respond well now and place themselves in a stronger position going forward.  ...

The antidote to uncertainty

It’s everywhere…and for good reason.  Uncertainty.  What will the future be like?  How will it impact our business/our team/our customers/me?  What do I need to do to be ready for it?  What do I need to do today? When we don’t have certainty we create it for...

Sales Teams Need Strong Leaders

In workplaces, schools, businesses, politics, communities we look to leaders for strength, truth, hope and a clear path forward.    This couldn’t be more important for businesses everywhere than it is right now.  The right leadership will rally teams together in...

Getting Back Up

How many times can a person be struck down before they just can’t bring themselves to get back up?  We each have a breaking point.    There are superhumans who have a well of inner resourcefulness they draw upon that keeps them internally strong when all about...


  We know when we hear it.  We sure know when we don’t.  Conveying it without brutality however, is a skill worth cultivating. It’s not acceptable to simply vomit truth bombs on others without any regard for that person’s feelings, experiences or context, and...


Have you ever woken up at 2am in a sweat?  Filled with anxiety and pacing the floor?  Have you walked around in your pjs in the wee small hours, looking into the fridge, not really knowing why, but hoping the answer will jump out yet at the same time, knowing it...