How to Prevent Falling into The B-Player Trap!!!

The B-player trap is when a sales rep has had success at selling and has some great experience, but that success is now met with failure, and instead of fixing it, they blame everything but themselves. In science, they call it The Dunning-Kruger effect. This trap is almost unavoidable in sales due to rapid changes in territories, comp-plans and the economy where B-level skills are not enough to succeed. Most reps fall into this trap and never escape. A recent poll showed that over 65% of Salespeople felt they were the Best salesperson they know, so either they do not know many salespeople or are stuck in the B-player trap. Since getting out of this trap is so difficult, it is critical to not fall into it. This is the topic of today's Brutal Truth about Sales podcast.

Here is what you will learn:

• Why is it so easy to fall into the trap?
• How to prevent falling into the trap.
• Why is it each rep's responsibility to develop their skills continuously?
• How to be confident enough to sell but avoid overconfidence and lose the deal.
• Why is it so hard to escape the trap once you are in it?

You can hear the interview on iTunes or Spotify and watch it on YouTube.

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