Players start off at the Backyard, or recreational level. At this level, salespeople are not really in the game, and they are performing at less than 50% to target. They need to focus on belief. They need to believe in themselves, believe in what they are selling and believe that the company can deliver on its promises. Once they have mastered belief, their performance lifts to above 50% to target, and they progress to the Amateur level.
For Amateurs to lift their game, they must focus on doing more of the right activity. Essentially, Amateurs need more quality opportunities in their sales funnel that can close in any given week, month and quarter. By engaging in smart activity, the Amateur’s performance will lift to above 75% to target, and they will become Semi-Pros. Just like the VFL in Aussie Rules, Semi Pros are making money, but they struggle to make a living. Now that they are engaging in enough activity, they must focus on mastering the art of conversion. By converting more of their opportunities into sales, Semi Pros enter the professional ranks
Once players reach the professional level, they’re making a decent living and are consistently exceeding their targets. To get to the next level, salespeople need to master selling on value; creating bigger opportunities and landing bigger deals. When salespeople are consistently reaching over 151% to target, they become Super-Pros. Just like the AFL; players at this level are amongst the best in the game. To get to the next level, Super-Pros must focus on leverage.
When Super-Pros create leverage, they can do more of what they do best, and lift their game to above 250% to target to become World Champs. World Champs are literally at the top of the game, and their focus is innovation. For World Champs to stay focused and stay interested, you need to change the game and re-write the rules. Through this process of innovation you can evolve the sale game and lift the performance of the whole company.