Charles Bernard: Who’d like to share? What does that mean? What’s that mean for you? Not like what’s the right answer. What does it mean?
Charles Bernard: Yeah, please.
Audience Member #1: I eat, we all eat.
Charles Bernard: I eat, we all eat. I love it! Beautiful.
Charles Bernard: Yeah, hey.
Audience Member #2: The sum of our parts are greater than our individual.
Charles Bernard: Sum of our parts greater than individual. Anybody else?
Okay, I’m building a winning class, world class winning sales team hat. Put that on right now and when you wear that here’s something I want you to think about.
Top performers on a sales team—if you usually have 10… 2 to 3 are top performers—that’s kind like a law of averages, 20-30% are your top producers.
When they wake up to the following, you get a breakthrough. It takes time, but when they wake up to the following, you get a breakthrough.
Sales Paradigm Shift
When your top producers—“A” players, we call them “A” players—enable “B” players and sometimes “C” players, generally “C” players we don’t even know if they’re going to be around, we don’t know what’s going on there, there’s a problem probably.
But let’s talk about “A” players: top producers.
Paradigm shift is top producers share—like they’re on a tribe.
Top producers share and that makes them better.
Now I’m not going to ask for a show of hands but there are top producers in this room, I know it. There are top producers in this room.
So let me ask you a question:
You’re a top producer. If you’re a top producer, and the way you became the top producer is you have this jar of secret sauce that you’ve developed for yourself so you can succeed. Old paradigm is what do you do with that secret sauce? Keep it to yourself, right? New paradigm is you share it.
Simple story… If you empty some of that secret sauce out—and if you fill that jar up of secret sauce—you’re pretty much done, right?
But in order to get more secret sauce that’s current, that’s relevant as the industry you’re in evolves—which happens all the time—in order to be current, what do you have to do to that secret sauce? That jar?
Audience Member #3: Keep adding to it and mixing it.
Charles Bernard: But it’s filled to capacity. What do you have to do?
Audience Member #4: Give some of it out.
Charles Bernard: Give some of it out. You have to empty some of it out. So, what we’ve discovered is oddly enough we didn’t realize this until we were in action learning, observing in action, is that top producers started to share more and more. And they became enabled to learn more stuff. So it became like this circle of trust—a tribe—like I eat, you eat. I get better, you get better.
And so, people have discovered this amazing flywheel effect where people are just generating an enormous amount of best practices in their organization.
So when we work with an organization, much like I want you to work in your organization, enable your top producers to be on the team that develops the sales playbook.
Someone said it here: the salespeople. Include your top producers.
And then we get, “well, they don’t have time. They’re too busy selling.”
Well, who said that? I don’t think Moses wrote that somewhere on a tablet and said, you know, “this is the law of selling.” Actually the more you give away, the more you participate, the more you share, the stronger and more powerful you become.
Just try it on. It’s not like something for you to agree with or disagree with, just try it on. See what happens. Your agreeing or disagreeing in this room makes no difference—to me or to you. None. Your vote, “I like what you said” “I don’t like what you said,” makes no impact at all. None. The only impact that will occur is when you try it on. Try it on.
Get your top producers, ask them a question:
Are you willing to share? What is some of the stuff that you have? And what does it take for us to learn that stuff?
Cause they’re not gonna know. They’re gonna go, “I don’t know how to teach you, I’m not a sales trainer.” Okay. Let’s check it out. Let’s figure it out. Let’s talk about it.
That’s where good sales meetings occur, not bad sales meetings, you know what I’m talking about? The sales meetings when the manager runs the sales meeting and ten salespeople are in the room. And what do you think happens in these sales meetings? 99% of the time? Anybody?
Audience Member #5: The first example of A and B.
Charles Bernard: First example of A and B. What else happens at these meetings?
Audience Member #6: Business doesn’t get done.
Charles Bernard: Business doesn’t get done. But what’s generally spoken about at these meetings?
Audience Member #7: Numbers.
Charles Bernard: Numbers. Deals. What’s happening with this, what’s happening with that. There’s no enablement of action in that. What we really wanna know is what’s occurring from a best practice? How can we get better? What can we learn? Why don’t we check out the playbook and see what’s working.