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Home Columns Epic Sales

Talent vs. Tenacity

David McFarland by David McFarland
November 1, 2013
in Epic Sales
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Those of us who don’t have the “it” factor or were not born with a magical gift are not doomed to a life of mediocrity … I call BS!

Who are “they” & what is “it”?

“Oh they’re just gifted” or, “they were born with it.” We use these phrases to explain how and why some people can perform at the highest level: playing an amazingly intricate piano piece or solving a complex mathematical problem or breaking a record for some athletic feat. We use these excuses to explain why a person can write well, remember well and talk well … or even SELL tanning lotion well.

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A star is born … or are they?

The problem with this popular view is that the more psychologists look at the careers and lives of the gifted, the less believable this opinion is. Upon closer inspection, natural talent seems to play a smaller role in success than that of practice and preparation. Of course, it is undisputed that some are born with natural, built-in talents and abilities. Call it luck, call it genetics, call “it” whatever you want, but talent alone is not a guaranteed free pass to Successville.

A love affair with practice!

If you want to achieve elite status at anything, you need to work harder than everyone else. At some point, the elites fall in love with practice to the point that they do little else.

The elite dancer is the one who, after formal class ends, continues to practice, and she practices a single step far more hours than what it took to learn the form or style in the first place.

The elite football player is the guy who spends all day on the practice field with his teammates, and goes home to watch game films after practice.

The elite salesperson is the one who leaves work and researches his competitor’s products or services on his own time and drives his family crazy with non-stop, impromptu product presentations.

Natural Talent: Not Important

One of the most profound hypotheses explored in recent psych studies is the idea of natural talent. “If natural talent plays such a major role in determining success,” psychologists hypothesize, “we would expect some of the ‘naturals’ to float to the elite level of achievement with fewer practice hours than everyone else.” But the data showed otherwise. Psychologists found a direct statistical relationship between number of practice hours and achievement. No shortcuts. No naturals.

“How much practice?” you may ask. Malcom Gladwell, author of Outliers, says that the magic number seems to be around 10,000 hours.

So maybe all of us “average” humans still have a shot at greatness even if we weren’t born with it!

Previous Post

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Band Practice

David McFarland

David McFarland

David is a National Educator for Sun Evolutions, offering brands including Supre Tan, ProTan, Fiesta Sun and Hempz. He is a face-to-face sales and beauty product fanatic who gauges his success solely on his effectiveness at selling real product to real, live salon guests.

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