Show notes
Have you ever had a moment where the answer you were looking for was right in front of you? I’m talking about a giant neon sign moment where you realize that a strategy is working, and the proof is undeniable.
Today, I want to share a quick story about an unexpected moment of validation that I recently had, and the valuable lesson that every top sales producer needs to keep front of mind.
The Annual Sales Summit That Changed Everything
I have a client that I’ve worked with for several years now. Each month, I deliver virtual training workshops focused on different areas of sales. Some months our topic will be on prospecting best practices, and other months we may focus on things like sales negotiation skills or how to advance deals in the pipeline. These workshops are optional for the sales team to attend at this particular company.
So recently, I was invited to attend their annual sales summit. It was the first time that I’d be putting faces to names and shaking hands with the people who showed up to my sessions, month after month. It was a pretty big event. There were hundreds of members of the sales team from around the US.
After grabbing my badge at the registration desk, I walked towards the main event space, and the sound of hundreds of conversations filled the room. It was that feeling of energy and the buzz of excitement when you’re surrounded by people who are having fun together.
As I walked through the mingling crowds, I saw it. There was a giant board, I’m guessing about five feet tall, and at the top it read “Top Producers of the Year.”
Now, if you’re in sales, you know what these boards represent. It’s the ultimate recognition and a testament to your consistency, grit, and incredibly hard work.
I found myself looking through the photos and the names. These were my clients’ top producers, the ones who really earned their spot. And as I looked at each photo, a pattern started to emerge. I noticed a face that I recognized and then another. And then another.
I couldn’t help but start to smile as I kept scrolling through this list of the fifteen names on the wall. All but one of them were people who were showing up to the monthly workshops month after month. I was shocked. Not just proud, but genuinely humbled.
Now, I’d like to believe that our training played a part in their success. But the truth is, they earned it. Their spot on that board, their results, their massive recognition—it was a direct reflection of the continuous investments that they had been making in themselves. They didn’t wait to be great. They were proactively working on stepping up their skills one month at a time.
What You Need to Remember
Now, if you take one thing from this article, let it be this: top producers don’t wait for success. They prepare for it.
That board wasn’t just a list of the most talented sales reps. It was also a list of the most intentional. It was a direct consequence of four behaviors that they had displayed:
Showed up to the monthly workshops even though they were optional.
Asked hard questions in these workshops.
Applied new techniques and tools and put them into action immediately.
Treated sharpening their skills as a non-negotiable.
Here’s the truth: the person who dedicates one hour a week to getting better will always beat the person who’s naturally gifted but a little lazy. Intention beats talent every single time.
6 Best Practices to Inject Intention Into Your Week
So how do you inject that kind of intention into your own week? Here are six best practices to help you:
Show Up Before You Need To
These top sales reps on the board didn’t wait for their production to dip before they started investing in training. They were already winning, and they still kept showing up. Skill building is like compounding interest. Small, consistent investments create exponential returns.
Treat Sales Training Like a Workout
You don’t go to the gym once and expect to be in shape. You show up three times a week for a year. That’s how you need to approach your professional development. Consistency is greater than intensity. Every session you attend adds a new tool, a perspective, or an edge to sharpen your game.
Decide That You Are Always a Learner
The reps who excelled weren’t afraid to ask questions that other people might consider basic. They were seeking clarity, not just validation. Remember, ego is expensive. Curiosity is profitable. Never stop being the most curious person in the room.
Don’t Confuse Activity for Growth
Many sales reps are busy; they’re active. But how many are truly intentional about growth? Top producers set aside uninterrupted time for professional development even when their schedule is getting full. So block out time to get better, not just to do more.
Implement One Thing Immediately
After attending a workshop or even listening to a podcast episode, challenge yourself to pick one tactic to put into action within twenty-four hours. Knowledge is power. Implementation is what turns that knowledge into results.
Surround Yourself with Other Top Performers
It’s easy in sales to get frustrated when we lose a deal or when things are not going our way. By surrounding yourself with other top performers, you’re going to help lift yourself up in those moments when you need a little extra support and motivation.
Why This Moment Mattered
Seeing that board of top performers, that physical printed validation, it really struck me—the emotion of realizing that the reps who had quietly and consistently invested in themselves all year long, had literally risen to the top. It was a powerful moment and reminded me why not only I do the work that I do, but it also absolutely confirmed that top performers are the ones disciplined enough to invest in themselves.
I encourage you to commit to just one of these six tips that I shared today. Write it down and put it into action within twenty-four hours. Momentum doesn’t come from waiting. It comes from action.
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The top performers on that board didn’t wait—they invested in training that got results. Explore my courses on Sales Gravy University and get the same strategies they used to reach the top.