Sales Machine: What is a roller coaster rep?

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One of the best parts about my events series Building The Sales Machine are the great nuggets I learn from speakers.  The latest of which is the question of; “What is a roller coaster rep?” as told by Bryan Rutcofsky of Yext.

Below is my discussion with Bryan which goes into details.

Basically a roller coaster rep is a person that appears on almost every sales team Bryan has ever seen.  Its a person that works really hard and does everything they are supposed to – which yields real results and new sales.  This then results in the rep reaping the rewards of this hard work and effort.  After that point, they are basking in the glow of success and are at the top of the leaderboards – but without investing in the work needed to stay there.  This process can be tracking by using KPIs – expectations from reps on a daily/weekly/monthly basis as a way to see if the effort is being generated.

Watch the video for the full effect, but I love this term and have been watching out for it ever since I learned about it.

  • Mark

    One of the better pieces about my activities range Creating The Sales Device will be the fantastic nuggets I study from loudspeakers. The newest of which is the concern of; “What can be a roller coaster rep?” as informed by Bryan Rutcofsky of Yext.

    Generally a roller coaster rep is a person who appears on virtually every product sales staff Bryan has ever seen. Its a person that works very hard and does every little thing they are supposed to – which yields actual outcomes and new income. This then leads to the rep reaping the rewards of this effort and energy. Next point, they are basking in the glow of accomplishment and they are near the top of the leaderboards – but without the need of making an investment in the work necessary to keep there. App promotion sevice – android app promotion sites. This technique can be monitoring through the use of KPIs – objectives from reps with a every day/weekly/regular monthly foundation in order to see if the time and effort will be generated.