February 5, 2020

To reach and stay at the top of your game, you must practice your sales skills consistently. Even if you’ve accelerated your skills to the point where you’re at the highest level of competency, there will always be someone striving to out-position you or your company.

In my experience, there are four levels of sales ability – and practice is critical at each:

  1. Rookies (the unconscious incompetence level) are new to sales, don’t really understand how to make a sale and follow the process, and have minimal product knowledge.
  2. Learners (the conscious incompetence level) understand the sales process, but still need help making a sale.
  3. Amateurs (the conscious competence level) know the sales process well enough to close their own deals but must still “think” about the responses or reactions to close the deal.
  4. Professionals (the unconscious competence level) have practiced the sales process so much that they no longer need to think about it and respond to objections easily can close sales consistently.

I’ve been training Rookies and veterans for many years.  And as a recent college grad who never sold anything in his life, trainee “Cameron” is a great example of someone who diligently practiced his way up the competency ladder.

Having progressed from Rookie to Amateur in just ten months, Cameron is now in his third year of sales and is close to mastering the “Professional” level. He’s practiced so well, that he was his organization’s top producer last year at $1.8 million of production.

No matter what level you’re at, you should never stop learning and improving your sales skills. After all, the only real difference between an Amateur and a Professional is that Amateurs practice until they get it right – and Professionals practice until they can’t get it wrong.

About the author 

Patrick Ryan

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching© a Certified Practitioner of Market Force’s Survival Instincts© program and the innovator and designer of the Solutions to the TOP 4 Sins of a Salesperson.

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Patrick Ryan - Eureka Perfromance Training - Sales Case Study

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching© a Certified Practitioner of Market Force’s Survival Instincts© program.

Sales Case Study

Learn How We Made $13,481,713 in Revenue and 1,612% ROI

A case study outlining how we achieved $13,481,713 and a 1612% ROI by implementing our systems and processes for one of our clients. Within 6 months we had all the vital pieces together:

  • CRM and Sales Playbook in place.
  • Roadmap along with a Strategic Sales Plan.
  • Traking and Measuring the results.
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Patrick Ryan - Eureka Perfromance Training - Sales Case Study

 Learn How We Made $13,481,713 in Revenue and 1,612% ROI

A case study outlining how we achieved $13,481,713 and a 1612% ROI by implementing our systems and processes for one of our clients. 

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching© a Certified Practitioner of Market Force’s Survival Instincts© program.