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Objective Management Group Inc. May 12, 2008 sales personalities
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A Toasted Bagel and 5 Minutes to Understanding the Impact of Sales Training

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This morning I placed a bagel in the oven, turned on the oven light, and experienced an epipheny.  This is one exercise you'll want to try at home - really.

1. Cut Bagel in Half
2. Place Bagel on Cookie Sheet in the oven.
3. Turn on oven and set to Broil.
4. Don't leave the oven.
5. Turn on the oven light.
6. Watch the bagel through the window.

Here's what you'll see:

The oven heats up and hot air is blown in the bagel's direction but nothing happens.
This continues for about three minutes.
Then, all of a sudden, the bagel starts to turn brown, slowly at first, and then really quickly, and finally, a moment later, it's done.

Now apply the following translation:

Bagel=Salesperson
Oven=Sales Trainer
Air=Training
1 Minute=45 Days

Translated Story:

Sales Trainer provides sales training to salespeople and for the first four to five months nothing happens.  The salespeople remain in the training and all of a sudden, after about 6 months, the salespeople appear to understand the training.  And then, very rapidly, after just a couple of more months, they're complete.

Salespeople may be like children, but in training they're more like bagels in an oven.

© Copyright 2007 Objective Management Group, Inc.

Posted by Dave Kurlan on Sat, Oct 27, 2007 @ 09:14 AM

COMMENTS

Dave, it seems like any kind of growth process, whether educational, or physical like training for a marathon or weight lifting. There is always a certain amount of work required before you get any return - then as soon as you hit critical mass, you suddenly see large improvmements. Maybe that's the way the big voodoo makes sure we're serious.... xoxoxo johnonsales

posted on Monday, October 29, 2007 at 11:04 AM by John Newland


Great analogy! Do we really need to use the words "hot air"? Couldn't we call it "applying heat"? Seriously, though, the oven analogy is good for another reason. The oven totally encompasses the bagel. As a trainer, we need to anticipate events, prepare the salesperson for them, make sure that they're experienced but not fatal, and make sure that the salesperson understands the whats and whys.

posted on Monday, October 29, 2007 at 10:14 PM by Rick


I like it. Good analogy.

posted on Monday, November 05, 2007 at 3:51 PM by Sam Manfer


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