How many of your reps can pass the “Hellarewe Bird” test? If you’ve ever heard me present then you’ve likely heard me talk about the “Hellarewe Bird”…the three-foot birds who live in four-foot grass and spend their whole life saying “Where the hell are we?” I tell the story to make a point about behaviors I observe in even experienced sales reps today. How many of your reps are missing major selling opportunities because they’re just functioning at the “Hellarewe Bird” level…only thinking and planning one move ahead at a time? And what are you doing as their sales leader to help them see multiple moves ahead?
