Running a service truck, most technicians waste a valuable resource—their CD player.

When I first started running service calls, all I had was a radio—not even a tape deck. I did however, have an mp3 player. Heading down to the local bookstore, I looked in the books on CD section. I really wasn't sure what author to go with, as my sales library at that time was pretty slim (1 book).

I thought that I was buying a sales book, but it turned out to be an inspirational disc by Zig Ziglar, all about having a great attitude no matter what you're doing.

It was only an hour long, but it was one of the best hours I ever spent.

Image Courtesy: Michal Marcol

I ripped it onto my mp3 player, and drove around all day listening to it. Being the only thing on my mp3 player, it got to the point where to this day I can still recite the stories word for word. From there, both my CD and book library started to grow.

Slowly, the music Cds in my truck were swapped out for training discs. Depending on the mood I'm in, I will choose a different author.

Riding around with other service technicians, I am amazed at 2 things:

1. They listen to music all day while driving around.
2. They refuse to listen to training cds
2a. The extent of their sales training is the annual training seminar

Working Monday to Friday, an average 8-hour shift each day, you're spending roughly 3 hours of your day sitting in your truck. Driving to your first call, going to the supply house, going to your shop, driving between calls, and finally driving home.

Accounting for a 2-week vacation, and miscellaneous holidays throughout the year, you work roughly 48 weeks per year. That adds up to 720 hours of driving time per year.

And you sit there wasting it listening to music.

That's 720 hours of sales training you didn't have to take time out of your busy schedule to attend. Seminars to get you motivated. Books you've wanted to read.

Spend some time this week at your local bookstore looking for a book on cd. Feel free to share your finding in the comments below.