Sales Result | Sales Blog

I have been truly humbled in my career, by working with and for amazing sales leaders. Even today in my sales consulting firm, I am constantly amazed at how these amazing individuals exhibit these behaviors and assets. I have not included in this blog assets like honesty, values, proven skills, trust, leadership and communication — I will leave these for another time. 

Let's spend a minute on disruption. Disruption as a word/phrase means: "A disruption is a major disturbance, something that changes your plans or interrupts some event or process."

As we all know and have probably experienced in our career, there are a lot of sales training programs out there in the marketplace. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. . 

When hiring or recruiting talented sales people, hiring managers generally tend to look for someone who’s outgoing, confident, and fearless. These people are great on the phone and in meeting. They ask educated questions and get the close—if they enter a meeting with a prospect, they leave one step closer to closing a client.

Cliff is not your top sales performer. A “C” player at best, Cliff rarely makes his quota. And he never tries to improve. Cliff seems perfectly happy with the status quo, which bothers you as a sales leader whose younger years were spent as a hungry sales rep, always innovating your approach and working hard to exceed your own number. To top it all off, if Cliff could just up his numbers by 10%, it would help your branch move to second place in your company.