Many top-performing salespeople operate on instinct and talent, making them "unconsciously competent." While successful in the field, they struggle to lead teams because they lack the self-awareness to deconstruct and teach the specific actions that make them great.
Average reps focus on getting to the close. Elite reps focus *past* the close, helping the customer envision themselves successfully using the solution. By painting a clear picture of the future "as-is" state, the close becomes a natural, logical step in the process rather than the primary goal.
Many reps know their calls are recorded for managers, but few take the initiative to self-assess their performance. Top performers proactively review their own "game film" to identify areas for improvement, rather than passively waiting for feedback from their coach.
Don't mistake an internal detractor for someone who is simply rude or against you personally. The most formidable "enemies" are often just champions for another solution or the status quo. They have power, influence, and a vested interest in another outcome, making them a mirror image of your own champion.
If you aren't encountering any internal resistance in a complex sale, it's a red flag. It likely means your solution isn't significant enough to threaten the status quo, existing relationships, or someone's "personal win." An emerging enemy is often a positive sign that you are making real progress.