Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

What is a High Potential Salesperson?

We tend to think of high potential as "hungry" and energetic. That's the stereotype we imagine as the perfect  sales hire, especially for hunter roles. What real high potential sellers have is an awareness of the fact that they are in a pure performance-based role, with results more likely to go against than for you (about 99% more likely). So the better mindset is:

- In two years time I will not be as relevant as I am today, unless I work on my strength and conditioning for a sales role.

- In ten years time I will be irrelevant - and in spite of all the "experience" I have gained in the meantime - unless I work on my strength and conditioning for my sales role.

This is why, when managers ask us "should everyone attend the training" we always reply that if someone does not want to be in the room (or on the Zoom) then don't force them. It's a waste of their time, the manager's and the trainer's time. Focus on the high potential people.

High Potential Seller Program

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

What is a High Potential Salesperson?

We tend to think of high potential as "hungry" and energetic. That's the stereotype we imagine as the perfect  sales hire, especially for hunter roles. What real high potential sellers have is an awareness of the fact that they are in a pure performance-based role, with results more likely to go against than for you (about 99% more likely). So the better mindset is:

- In two years time I will not be as relevant as I am today, unless I work on my strength and conditioning for a sales role.

- In ten years time I will be irrelevant - and in spite of all the "experience" I have gained in the meantime - unless I work on my strength and conditioning for my sales role.

This is why, when managers ask us "should everyone attend the training" we always reply that if someone does not want to be in the room (or on the Zoom) then don't force them. It's a waste of their time, the manager's and the trainer's time. Focus on the high potential people.

High Potential Seller Program

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

What is a High Potential Salesperson?

We tend to think of high potential as "hungry" and energetic. That's the stereotype we imagine as the perfect  sales hire, especially for hunter roles. What real high potential sellers have is an awareness of the fact that they are in a pure performance-based role, with results more likely to go against than for you (about 99% more likely). So the better mindset is:

- In two years time I will not be as relevant as I am today, unless I work on my strength and conditioning for a sales role.

- In ten years time I will be irrelevant - and in spite of all the "experience" I have gained in the meantime - unless I work on my strength and conditioning for my sales role.

This is why, when managers ask us "should everyone attend the training" we always reply that if someone does not want to be in the room (or on the Zoom) then don't force them. It's a waste of their time, the manager's and the trainer's time. Focus on the high potential people.

High Potential Seller Program

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.