Asking Top 1% Salespeople How They Got to the Top

If you lead a sales team, this one is for you. Top producers and sales leaders from Southwestern Consulting (Bruce Pommier, Angie Moss, Marjorie Dudley, Anthony Merkel, Gena Parker, and Will Metscher) share how to onboard new reps for the curveballs, why "lazy" people are usually just unfocused, how to uncover each team member's why, and the one question to ask yourself the day you get promoted. Southwestern Consulting Books: https://southwestern-consulting.mysho... Coaching: https://southwesternconsulting.com/co... Elite Retreat: https://southwesternconsulting.com/el... Meet our Trainers and Consultants: https://southwesternconsulting.com/tr... Diagnostic Tools: https://southwesternconsulting.com/re... Podcast: https://southwesternconsulting.com/re... Join Our Team: https://southwesternconsulting.com/ca... 0:00 Intro: the best-kept secret in sales coaching 0:24 Bruce Pommier: from 3AM trucking calls to sales coaching 1:10 The #1 thing to know before getting into sales 1:40 How to pull yourself out of the spiral 2:06 The iceberg referral strategy 3:04 Why most networking groups don't work 3:34 Angie Moss: the emotional side of sales starts with you 4:17 Angie Moss: AI vs. a human coach 5:21 Marjorie Dudley: all leadership starts with self-leadership 6:23 "You can't lead where you won't go" 6:57 Your team is not your clone 8:10 Just got promoted? Do this first 10:01 Anthony Merkel: top producer at 22 and his first door 10:40 Preparing your team for the curveballs 11:40 The mentor advice that changed how Anthony leads 12:30 Why Elite Retreat was created 14:21 Gena Parker: top producer at 34 after 15 years in sales 14:36 Progress, not perfection 15:07 From shy art major to 92 hours a week knocking doors 15:49 Believe in what you sell and find your 30 whys 17:02 Will Metscher: 10 years of door-to-door, partner in year 4 17:59 Will's first door 18:32 Reps, 1% growth, and President's Club 9 out of 11 weeks 19:27 "Nobody wakes up lazy. We're unfocused." 20:14 Intention, State, Action 20:51 Will on AI: coaches who don't use it will be replaced 22:19 Your five closest people