This is the sales gravy podcast.

I'm Jeb Blunt, best-selling author of fanatical prospecting and sales EQ, and I'm here to help you open more doors, close bigger deals, and rock your commission check.

Sooner or later, every salesperson gets into a rut.

And on this episode, we're going to discuss what to do if you get into a rut.

But first, I want to introduce you to salesgravey.com.

Sales gravy is an amazing resource for sales professionals.

And it's the go-to resource for salespeople from

across the globe when they're looking for training, looking for advice, looking for sales tips,

and looking for ways to advance their career. On sales gravy, you'll find articles,

videos, and podcasts from many of the top sales trainers and thought leaders on the globe,

and most of it is absolutely free.

So do yourself a favor today. Go to salesgravey.com.

That's salesgravey.com and click on the articles icon in the header.

I spent a week working with one of my clients inside sales teams.

My objective was to map the sales process of their very best reps in preparation for writing a custom sales training curriculum designed to accelerate the performance of the entire team.

To gain the information I needed, I listened to the calls of their best salespeople as well as reps that were not producing at optimum levels.

Several of the underperforming reps I work with had once been top performers, but were no

longer at that level.

And as I listened, it struck me that they did not sound enthusiastic, they were taking

shortcuts on the calls, and they were not as likable as the top reps.

When I questioned them about it, they defended themselves and made excuses.

However, when I pointed out that they had once been performing at a much higher level than now, most of them came clean.

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