You’ve no doubt heard the expressions that “sales is more art than science”.  The implied meaning is that great salespeople, like great artists, are operating purely on instinct and that what they do can’t be taught, improved or measured.

The reality is that Art is a discipline which can be learned, improved and yes, measured.  Need proof?  Look no further than 3 of the most important artists of recent history:

Pablo Picasso – began his studies at the age of 7 and received formal training from his father who was a professor of art and a museum curator.  Picasso also attended the Academy of Arts in Madrid, Spain.

Henri Matisse – attended the Academie Julian in Paris and was a student of William-Adolphe Bouguereau and Gustave Moreau.

Salvador Dali – attended drawing school as a child and the San Fernando School of Fine Arts in Madrid as a young man.

In each case, the artist received formal training in the techniques, the disciplines and the process of  drawing, painting, sculpting, colors, perspective, etc.  The artists then used these “rules” as the building blocks for their own unique styles and expressions.

Is it the same with Sales? I would argue a resounding yes.  Even the most naturally gifted salesperson can hone their abilities through training. And even those less naturally gifted can learn how to manage the steps of a sales process, develop an account plan, qualify a prospect or manage an opportunity.

Much like an artist, improving your selling skills is a lifelong pursuit – not a one-time event.

J. Steven Silver

Director, Dealmaker Partner Network

The TAS Group