We all know the power of stories and how humans seem to gravitate toward them as a vehicle for understanding. Sports analogies and similes and stories have taken “pole position” in this effort. But we find that leadership needs to be more thoughtful in the use of these. Our concern is that we see too many examples where we’re using the wrong stories or examples and consequently people are either not learning at all or more dangerously are learning the wrong lessons.

Equally as concerning, we find the legions of “experts” out there seem to spend more time promoting their celebrity than honing their craft of expertise and we’re finding them “guilty” of the same crime. Generally, we’re concerned that particularly the younger field sales, inside sales, BDR’s, SDR’s and marketing teams are learning the wrong things.