I talk a lot about the B-player trap in sales, and in science it's called the Dunning-Krooger effect.

And it's so prevalent in sales for a lot of reasons. One, confirmation bias. We want to hear and see

the things that make sense to us that we can confirm we already know.

But this creates a tremendous trap in sales where it happens typically at year two, three,

or four in your sales career, typically right after you've had a great year.

And you attribute a little bit too much of it to yourself and not enough to the situation,

the timing, the product, the territory.

And yes, it's all of those things.

And then what you tend to think is, okay, I've hit it.

I now know what great selling is and I'm a great seller.

But then all of a sudden, you start to have okay years, maybe even a bad year.

And instead of attributing it to your experience and skill set, you attributed to anything but that.

And that is the B player trap.

And it's almost impossible to get out of unless you really take a hard look at yourself.

It happened to me.

I've seen it happen to a lot of reps.

Some never get out of it.

The faster you can get out of it, the better.

And the more conscious you can be of it, the better.

Now, I know everyone's getting a little frustrated with polls on LinkedIn,

and I've been guilty of doing them.

But I have been taking a different approach.

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