Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

Chapter 29. Are You a Sales Rock Star, or Just a Member of the Band?

Jeffrey Gitomer

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When you hear a boss talk about his or her best salesperson, he or she often refers to him or her as a "rock star." It's the highest praise your boss can give someone on your team. Every salesperson aspires to be referred to in that manner, but very few make the grade.

Many have the talent. Many get to the top of the charts for a month or two. Many make it to number one, and then burn out. What's your rating on the top 100 chart?

• If you're a rock star, it means . . .

• You have superior talent—you can play and sing.

• You can harmonize with everyone else in the band.

• You write song lyrics that others identify with.

• Your fans don't just like you—they love you!

• You have a confidence, a swagger.

• You are a leader (at least of your own band).

• You are respected by your peers as a talented player.

• People write about you.

• People will pay to see you play.

• People want (and will pay for) your autograph.

• You have proven yourself over time with consistent quality.

• It also means . . .

• You know the business of rock and roll. You have real wealth, not just money.

• You could qualify for the Rock and Roll Hall of Fame.

• You could become a legend.

How do you view yourself? Are you like Bruce Springsteen of the E Street Band? Or are you just a roadie?

Most salespeople would like to think of themselves as a sales rock star, but don't display the talent to match the definition. The fact is, someone else referring to you as a rock star ...