Most of us have one or two things to sell.

Or we have a bunch of maybe even a portfolio of products,

but typically they're around a particular problem or a keystone product

and the rest kind of fall in behind them.

Today we're talking to a manufacturer's rep who has 25

companies behind him. And this can be both good and bad. The bad part is you've got to, people are

going to ask you, so what do you do? And you could give them the 25 answers,

or you've got to like quickly get it about them

and finding out what particular thing is top of mind right now

and how you can map that back to one of the 25 products that you sell.

The other thing that being a manufacturer's rep gets you is it's a commission only sales

role.

And although most of us with big base salaries would look down at this, I look up at it.

Because if you're on commission only, your judgment skills, how you spend

those 24 hours that you get every day is critical. And if you do it well, you get paid really well.

If you do it not so well, you don't. And this is one of the things that we teach in both courses, because the prioritization of our time is critical.

Because typically we're working on about 80% of these deals that either it's too early,

it's not going to close within the window of your comp plan or

your territory plan, and you're not going to get paid for it.

And is this completely unavoidable?

Of course not.

But if we're able to kind of flip that over, where we spend 80% of our time on the very best deals, the 20% that

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