Basketball superstar Larry Bird reminds us of the often forgotten obvious: “the best players will play. That’s the way it will always be.” This is also true of sales professionals.
No matter how long you’ve sold, how many successes you’ve earned, or how much money you’ve made, you won’t stay on the top without maintaining and developing your selling skills. That’s why I tell sales leaders to spend their time with the first string: even the best can improve, and only the best will consistently play.
If the second and third string salespeople want to play and want your time and attention, then they need to earn it. Make them work for it. Encourage them to be the best. The best players will play. That’s the way it will always be.