Average Sales Person

The average sales person is more reactive than proactive. The average sales person waits for leads or referrals. The average sales person fails to ask for leads and referrals 75% of the time. The average sales person secures a new appointment 10% of the time.

The average company spends the most money and the most time teaching the average sales person what to do and say AT the appointment. The hardest thing for the average sales person to do, in the first place, is get the appointment! Why would one spend a lot of money on the speaker, when the audience is smaller than it should be? This is what many companies do!

The company's revenue growth challenge is not solely due to that fact that the sales person is average during the meeting. Not reaching the revenue growth your company is aiming for, is largely due to the average sales person not getting enough appointments. The more effective and efficient the average sales person becomes fighting through--- finding more businesses to prospect, getting through the troves of gatekeepers more successfully, handling the objections from the decision makers and securing vastly more appointments: the better that sales person's skill set increases in the meetings themselves. Average begins to give way to great.

"The more prospects you have, the less pressure you put on yourself and them.

The fewer prospects you have, the more pressure you put on yourself and them."

So, "average" sales person. Do you want to be average or great? I hope great. Do you need to be laden with talent? No, you don't. You just have to outwork your competition.

So, company "revenue hawk." Do you want to have average or great new revenue? I hope great. Do you need to reinvent the wheel? No, you don't. You just need to teach your team to walk really well, and soon thereafter, they'll start to run like there's no tomorrow.