Top Rep Sales Training’s Post

Which is worse? Keeping someone too long, knowing they won’t work out - OR - Letting someone go before you give them a chance to succeed??? When do you know it’s time to “let someone be successful somewhere else”? This is truly the $100,000 question. Yes, many studies have shown that bad hires can cost the company OVER $100,000.   Just think of the last lousy hire you made. You brought them in, took down the wanted ad, and poured everything you had into them, thinking they would be a ROCKSTAR. You stopped looking and committed to this person, just to find out that after you have spent several months with them, they’re not the champion you thought they were. But, you continue to give them leads and allow them to complain to the others on the team about how there’s no money in this; they were lied to. They have wasted “over” $100,000 in opportunities that the right person could have closed.  I’ve made judgment calls and almost fired reps that came back to be 60%-70% closers. This gives me hope that my other under-performers can make it also. Please recognize these people's differences and understand that some won’t change. What is their drive to be better? How badly do they want success? I usually find this out when we have a heart-heart meeting explaining that we need to make a decision, and that decision is yours (the reps). Show me you want this, or show me that you’re done; I want you on this team and am pulling for you. But only YOU can show us and yourself that this is what you were made to do.  Retention is your best recruiting strategy! Bring your reps to TOP REP and watch them succeed.   NEXT EVENT Where: COLUMBUS, OHIO When: August 19-20 *** This is a limited attendance event so that we can focus on your reps Registration:

A secret of TOP REPS around the globe is to STAY OFF THE PEDESTAL! What this means is to stay humble enough to know you can always learn more and get better. You put yourself on the PEDESTAL by saying/thinking: * I’m the best * No one can touch me * This company can’t survive without me * They’ll never find someone that puts up the numbers I hit * They won’t let me go Once you take your spot on that PEDESTAL, you have decided to stop your growth and start your EXIT! Here is the truth: Once you leave or get let go, someone WILL take your TOP REP spot. I promise that company will NOT miss you! Tell yourself that: * I’m STUDENT OF SALES * I have the SKILLS TO SELL EVERYTHING I TOUCH * I have the EMOTIONAL INTELLIGENCE to handle every situation.  * I’m a CLOSER * I’m a TOP REP! MANAGERS and OWNERS - It’s easy to get excited when a rep goes 10/10 to scream it from the mountain tops that she/he is THE GREATEST. Tell them how proud you are of them and that you appreciate their commitment to the system and company. Be very careful of putting them on the PEDESTAL as most “has-been reps” got there because a manager or owner placed them on the PEDESTAL that ended their career.  If you are great at what you do, find someone that can continue your growth. If you are that successful, you have the money to travel to spend time with someone that is closing or managing at a higher level than you.   The easiest way to show you how this works, just look at players like Chad Johnson & Terell Owens. They were some of the fastest-growing athletes, and their careers ended so quickly because they couldn’t wait to tell everyone how great they were. Other athletes find better trainers and players and even travel to work with the best to be better. Get to the next TOP REP High-Performance Sales & Management Training: TOP REP “RUSH” - August 19-20 Where: Columbus, Ohio Register NOW and use the $200 discount code: TAKEOFF200:

So you have a Sales Leader, now what? Do they know what they are expected to do as a Leader inside of your organization? I'm guessing you told them their job is to manage the Sales Team and that we need to hit X goal by the end of the year. You may have even went a step further and divided that number by 12 giving them an uneducated goal to hit. Be honest, is that what you did? That gives the Sales Leader no sense of what they are supposed to do or how to be successful in that position.  Here are some sample Expectations: Performance Expectations: • Monitor daily and weekly KPIs of the team and individuals.  • Schedule time to listen to RILLA recordings. • Do POWER HOUR each morning with the team to close out the day prior, and get them ready for today.  • At least one 2-hour Sales Meeting per week going over a training topic and role playing to ensure they understand and can implement the topic into their day. • Recruiting never stops • Onboard and train new hires • Retrain and dismiss underperformers Administrative Expectations • Verify the Sales Schedule for tomorrow is positioned for success. • Spot-check deals handed in for accuracy. Self Development  • Book or recording and notes to be taken with action items depending on the content you are going through.  There is a lot more we can add to this based on the TOP REP Leadership Model (Flight Instructor Training). Its is lonely out on that branch and no one tells you how good of a job you are doing. Hitting your expectations will reinforce your performance as a Sales Leader. Let your results speak for themselves.  Join us at Top Rep Rush in Columbus, Ohio on August 19-20 to dive deep into the TOP REP Leadership Model and gain the tools you need for success! Don’t miss out—secure your spot today and elevate your team’s performance. Register here

While talking with my sales reps yesterday, I made it very clear that there is a clear difference between top-performing sales professionals and your average rep that struggles through their career. If you ride with a TOP REP, you find consistency in what they say and do. They understand that if they simply work on what they say in EVERY house and don’t keep changing their pitch, they will close higher and more often. If you ride with your AVERAGE rep, you will notice they don’t really have a consistent pitch or presentation that they use. It’s simply shooting from the hip and crossing their fingers. Reps that just WORK HARD and have no real skill or training have this issue. Their close rate is a roller coaster, and they do just good enough you can’t decide if they should stay or go. And they make just enough that they don’t know if they want to stay or go. MY NEXT PITCH IS MY BEST PITCH! Have the same pitch/presentation in every house; just make it better with tonality and emotion. ALWAYS know what to say next by writing down new issues and discovering how to overcome them. Don’t change ANYTHING; just perfect how it rolls off your tongue. THAT'S HOW YOU BECOME A “TOP REP” Get your team to TOP REP: COLUMBUS, OHIO - August 19-20 Register here 👉

I'm going to strike a nerve with every great Sales Manager right now. How do you deal with your ROLLER COASTER REPS?   I would rather have a group of average reps than have the headache of managing unpredictable producers that are only in it for themselves.  Here's the truth, they are only roller coasters because they make a bunch of money one month and slack off the next because they're comfortable.  Actually, there are several reasons these reps go up and down in sales performance. The obvious is being comfortable after a great month. The next is that they exhaust themselves getting to the top of the mountain they climbed the previous month; they exhale after the hefty month and take a break.  So, how do you get these reps to be more consistent?   Instead of praising them for the great months and ignoring their poor production the next month, let them know what you expect from them this month, knowing their typical pattern. If you bring up the issue and tell them there is another mountain to conquer, they have a new mission. That is ultimately what they need to keep going.  If that doesn't work, inform them that with their pattern, after a great month, we will temper their lead flow so they don't waste what others could be selling.  At TOP REP SALES BOOTCAMP- we will be focusing on the 3rd quarter rush and how to crush higher goals or catch up to the goals you set.   I will be sharing how I raised the production of so many teams across the country simply by understanding the team's ability.  Next event: TOP REP SALES BOOTCAMP August 19-20- Columbus, Ohio Register here and get preferred pricing for the next couple of weeks; prices are going up -

All top performers do this 👇 Every company I work with, one thing stands out. Top reps listen back to their calls. I know it can feel strange. No one likes listening to recordings of themselves. But the benefits are huge. You’ll pick up on a load of potential improvement areas you wouldn;t have noticed. Block out some regular time. Listen to what you and your prospects are saying. Take it into your next call. 

Are you begging for the deal and not knowing it? Oftentimes, the prospect will give you some sort of price objection or tell you that your product isn’t worth what you’re asking.  A negotiation tactic many homeowners use is downplaying your product or outright telling you it’s not worth anywhere near what you are asking for it.  A natural reaction and one most poorly trained sales reps use is to jump back in and justify the price or the product, thinking it might actually change the prospect’s mind.   What you may not be aware of is that you have resorted to BEGGING for the job. A hint, this will NEVER win you the job.  TOP REPs use the Closing Roadmap to help the homeowner understand that it’s something they can afford quite easily and it’s exactly what they are looking for.  At TOP REP, you won’t only learn and use the Closing Roadmap; you will be taking it back with you to master and never worry about BEGGING ever again.  Now get your team signed up for the training/Bootcamp of the year: Register here 👉

I'm CLOSING it down Registration for the Staffing Sales Summit is closing at midnight! Register before it’s closed. If you click this in the morning all you’ll see is a page that says “Sorry, We’re Closed”. That means YOU missed out! NOTE: Please don’t message me for a 2nd chance, I gave you fair notice. I have to do what I have promised and CLOSE registration to ensure the success of those who made it in. That’s only fair... 55 Staffing Sales Leaders have already taken action. They are prepared for this groundbreaking, immersive two-day live workshop experience, to build their Staffing Sales System that grows revenue and crushes goals. They know that standing still is not going to accomplish the goals they set for their business. They are investing time and money in their business and will learn the best sales strategies, tactics, and techniques to improve their current and future sales success. If that should be you and your business... This is your ABSOLUTE last chance: https://lnkd.in/ds2Qvsqm

When setting out to accomplish anything worth saying you did it, you must first have the end in mind. Now, if that's groundbreaking information for you, start rethinking your decision to start a business.  What you need to know or be reminded of are the activities and expectations required. We call this the roadmap or blueprint.   Set expectations for EVERY member of your team! The expectations are made up of 3 categories:  Performance Expectations - KPIs, activities, Timing, etc.  Administrative Expectations - The paperwork, spreadsheets, CRM, and reports that need to be done.   Self-Development - Books, training, and coaching they need to focus on to grow their abilities and mindset. This is also your physical health.  Adding everyone's expectations to the roadmap to success brings a much simpler path to success.  VERY IMPORTANT - Just giving expectations and getting buy-in isn't enough. Continuously verifying that these expectations are worked on and achieved is paramount to each team member's success and, ultimately, the company's success.  We will get deeper into this during the Sales Leader Breakouts at TOP REP “RUSH” Get your team and leadership to TOP REP “RUSH” this August 19-20 in Columbus, Ohio Secure your tickets now using the code FLYHIGH100 to save $100:

Standing out = Sales ? Maybe, Maybe not. Let me explain. Standing out to your dream client sometimes is: ✅ a proven highly effective method to solve & be a solution to their issue & optimize what is working ✅ a new “branding” look, headshots and lifestyle images to create a “perfect personal brand” ✅ helping your clients break down emotional barriers, work through roadblocks and see the results that they couldn’t create and find through the same old same old ✅ supporting sustainable results like more clients, cash and conviction & teaching them THEIR own unique way of doing it aka their own roadmap & blueprint and you already “checked those boxes” what my clients and I have found that has landed $5k, $10k, $15k, $25k & $50k clients, consulting clients with teams, organizations & paid speaking events build out communities and audiences, fill masterminds and programs, 2x to 10x revenue sustainable standing out starts within the way YOU stand out in 🔥your authority 🔥your conviction (even when things are NOT working out) 🔥your leadership & the way you lead yourself 🔥your moves regardless of external circumstances 🔥your uniqueness 🔥your authenticity 🔥your beliefs 🔥your thoughts 🔥your daily actions YOUR 🔥 THAT is what sells. Getting into your ideal client’s world with ALL OF YOU unapologetically. Learning from those who are a few steps ahead of you AND then doing it YOUR OWN WAY. Convicted. Trusting yourself Loving yourself Knowing yourself That’s the magic. Placing yourself in environments that push you and pull you closer to your vision, mission and impact. That is when you #shatteryourownglassceilings When you are ready for this type of work and results this is when you will enter my world. P.S. The waitlist is officially open for The Shatter Your Own Glass Ceilings 6 Month Experience. It is half way sold out from existing & current clients and a few spots will be opening up when we officially open up enrollment which is VERY soon. Message me shatter to get on the waitlist. For other ways to work with me in my world, message me. #shatteryourownglassceilings