By Troy Harrison – Sales Navigator
Nothing stays the same, and that includes sales. After all, I’ve been writing and making videos for the past two years on how much our profession is changing. But I get it – change is hard. I think that the pace of change has intimidated some professionals, who find themselves clinging to past successes rather than adapting to current market demands. These individuals, whom we’ll call “Legacy Performers,” once excelled but now struggle to maintain their edge. This article will help you identify Legacy Performers and offer strategies for reinvigoration.
First, let’s define our term. A Legacy Performer is a salesperson who once had “it” but has lost their competitive edge. They’re not novices; their past successes are real and documented. When they tell you how they used the sharp-angle close to take a guy who wanted to buy a used ’74 Maverick and sell them a brand new Lincoln, that story was REAL. However, the traits that once drove their success have faded. It’s crucial to note that being a Legacy Performer isn’t about age – it’s about mindset and adaptability.
Spotting Legacy Performers
- Aversion to Prospecting: This is the uppermost characteristic of this type of salesperson. The best salespeople know that, no matter how good you are or how much you are selling, current customers will leave (sometimes through no one’s fault – perhaps they just go out of business or retire), and new prospects will show up. Legacy Performers don’t worry about that. Prospecting is a difficult and time-consuming process (more so now than ever), so they figure they’ll “just work on referrals.” Over time, their customer base dwindles and they never refill the sales funnel with new prospects.
- Resistance to Change: While not all change is positive, Legacy Performers tend to fight against any modifications to their routine.