In sales there's this concept of the B player and in the B player these are the people that do pretty good in sales

But they never seem to become great at sales. And I call it the B player trap. In science they call it the Dunning-Kruger effect. It's

when you have a little bit of success and it kind of goes to your head and you stop being

reflective looking at your game focusing on getting better and better, humbling yourself at times, looking at your

confidence level, keeping it high enough to be curious but not too high to not see what's going on. You're connecting with this. It's

the most common thing out there in sales and it also kind of tips on the know at all. Now if you're listening to a

sales podcast hopefully you haven't fallen into this trap yet but it's kind of unavoidable for a short period of time in your career. You

get a little bit of that success and all of a sudden then you're not getting it. And what do you do here's the trap you start pointing and

blaming other things instead of reflecting taking responsibility, and analyzing what's going on and focusing on what you have

control over. You, it's the only thing you have 100% control over. You. It's the only thing you have 100% control over and even at that time you

may not admit it, you may not appreciate it and you may not do anything about it, but it is the one thing that we have.

We have control over our thoughts, we have control over our priorities, we have control

over what we focus on and if we really take advantage of that

control and expand it instead of reacting to it, that's where the magic happens in any performance

profession.

But sales, we tend to get to a certain plateau and get too comfortable there and all of a

sudden we're in the trap can you get out of the be player trap of course you can but

you first have to recognize it You have to understand that your game got a little

stale because you stopped focusing on getting better. This is one of the

topics we're going to cover today, but it's something that every sales rep should anticipate and do everything you can to prevent it from happening because once you're in it

it's kind of hard to get out because you're not going to see it yourself somebody

else has to kind of pull you out of it or you get a wake-up call when all of a sudden your

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