How to Tell if a Sales Rep is an A Player

The Formula to identify A, B, and C players on your sales team.

Good Morning! It’s the week of July 4th which means our reply rates are sky high with OOO messages. In the spirit of independence, we're giving our intern a taste of freedom this Thursday - which means no newsletter. We’ll be back next Tuesday with more!

In today’s Follow Up:

  • A players vs B players 💰️ 

  • Sales follow up tip of the day 🧠 

  • Wild sales stories?

  • Sales news around the internet 🗞️ 

  • Sales jobs, job market & a meme 😂 

The Difference Between A Players and B Players.

A players are sorta like good drivers… Everyone thinks they are one.

But if you’re an A player, and you’ve worked around B players, you know firsthand that there’s a difference.

It’s easy for managers and companies to say that they only hire A players, and even easier for sales reps to say that they are one. But with only 20% of the workforce considered A players, it’s impossible for everyone to be one.

So, how can you actually tell the difference between an A player, a B player, and even a C player?

Brad Jacobs has come up with the best formula to determine this.

Brad has done a lot in his career, including founding 5 different billion-dollar companies like Waste Management, United Rentals, and XPO. He’s learned a thing or two about hiring sales teams and spotting A players vs B players.

The formula starts with a scenario Brad says you need to think about.

Imagine a sales rep walks into your office and says ‘I quit’. They say there’s nothing you can do to stop them, and they’re taking another job with a competitor.

How do you react?

C Players

If your initial reaction is something like:

Great. I needed to get rid of you anyways. - You’ve got a C player.

On the flip side, if you’re an individual contributor, what would happen if you told your boss you quit? Would they be totally fine with it? If so, this may be a sign that they see you as a C player.

C players continuously have performance issues and should be let go as soon as they’re identified.

B Players

If your initial thought is:

That’s not ideal, but I can live with it - You’ve got a B player.

And on the flip side, if your boss would be bummed, but ultimately ok with you leaving, you’re likely seen as a B player.

Every team will have B players, and that’s ok. But when B players hold a leadership role, they’re likely to hire C players… and that’s when things go downhill.

A Players

Lastly, if your initial thought is:

Oh crap… we can’t afford to lose this person - You’ve got an A player.

And on the other hand, if your boss would do whatever they can (within reason) to keep you on the team, congratulations. You’re likely an A player.

Now, here’s the caveat.

Just because you might struggle selling a certain product and come across as a B player on one team, doesn’t mean you can’t be an A player on another.

There are countless stories of top reps leaving a team for a hot new opportunity, only to come back for their old job when they realize the new role wasn’t a good fit.

But if you’re building a sales organization, always remember the golden rule:

A players only like working with other A players. If you hire a B player, they’ll hire C players.. and when you have a team full of B and C players, you’ll lose all of your A players.

That’s enough alphabet letters for today.

Do you have A players on your sales team?

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Wild Sales Stories 👀 
(We want to hear from you!)

Do you have a crazy sales story?

A time when you:

  • Failed miserably

  • Landed a big deal

  • Or did something so outlandish, you can’t believe you’re still employed?

We want to hear about it!

Give the people what they want, and submit your story to be featured in The Follow Up.

*Note, sales stories will be published in The Follow Up anonymously unless otherwise agreed upon.*

Unlock High-Converting Funnels with this Free Swipe File and Workshop!

A special recommendation for The Follow Up subscribers… 

Want to learn the #1 sales funnel mistake you’re probably making?

Imagine attracting the right customers, credit cards in hand, effortlessly!

Join this FREE, live SalesFunnels workshop on Thursday and discover the EXACT steps to create the perfect sales funnel for your business.

Plus, get a FREE copy of the ‘ Swipe File' book- packed with 74 high-converting funnel examples!

Sales Tip of The Day 💡 

If a prospect goes dark on you, use labeling to re-engage them:

  • Seems like you’re no longer interested in solving {insert pain point}.

  • Seems like you’re no longer interested in saving 15% or more on your car insurance.

When you label a prospect’s emotions for them, they’re likely to correct you when you mislabel them. Aka - if they’re still somewhat interested.

Sales Around The Web 🗞️ 

📈 When revenue goes flat, most CEOs want to hire expensive sales reps, when they actually need a sales system that scales.

📞 The Harvard Business Review breaks down the best way to structure customer service calls for more sales.

🤖 New research from Salesforce shows that 77% of workers will trust fully AI-powered coworkers in the near future.

👀 Sales reps discuss the best industries to sell in, besides SaaS or tech sales.

Cool Sales Jobs 💼 

Checking In On The Job Market

Bed made & devet cover = $10K bonus. 🤔 

Sales Meme of the Day

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