The Advanced Selling Podcast Episode: "Why Top Performers Get the Hate: Success Resentment in Sales" Release Date: February 3, 2025

In this insightful episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale delve into the intriguing phenomenon of why top performers often become the target of resentment and negativity within sales organizations. Through engaging conversation, personal anecdotes, and practical advice, they explore the underlying causes of this resentment and offer strategies for both high achievers and their peers to foster a more supportive and productive sales environment.

1. Opening Remarks and Personal Anecdotes

The episode begins with a light-hearted discussion between Bill and Bryan about technical glitches they experienced before the show, leading to a humorous exchange about troubleshooting a Peloton treadmill issue. This segment sets a relaxed tone, showcasing the hosts' relatable personalities and camaraderie.

Notable Quote:

• Bryan (00:06): "Welcome back to the Advanced Selling Podcast. The longest running sales training podcast in podcast history."

2. Introduction to Success Resentment in Sales

Transitioning from their technical hiccup, Bill introduces the main topic: the resentment that high performers often face from middle-tier colleagues. They draw parallels with sports dynasties like the Bulls under Michael Jordan and dominant teams like the New England Patriots and Alabama in football, highlighting that winners often become the targets of widespread dislike.

Notable Quote:

• Bill (04:19): "We're going to talk about why people oftentimes that are middle or middle type performers seem to throw shade at top performers."

3. Common Excuses for Resenting High Performers

Bill and Bryan identify typical excuses used by mid-level performers to rationalize their resentment toward top achievers. These include attributing success to favorable territories, preferential treatment, or long-standing presence within an organization. For example, Bill mentions having the "northeast territory" as a reason for his success, which his peers might view as an unfair advantage.

Notable Quotes:

• Bill (06:15): "I have the northeast territory. I mean, that's our number one territory. We've been in that territory longer than anyone."
• Bryan (06:43): "If he's got a problem because he's our number one guy and he goes and barks the loudest, they're always prioritizing his deals."

4. Behind-the-Scenes Efforts of High Performers

The hosts emphasize that much of a top performer's success is not visible to others. High achievers often work extensively behind the scenes—making calls late into the evening, sending follow-up emails on weekends, and building strong relationships with key stakeholders. This relentless work ethic contrasts sharply with the more relaxed attitudes of mid-level performers, who might not recognize the full extent of the efforts behind success.

Notable Quote:

• Bryan (08:46): "What you see is the Olympic jump. You don't see all the sweat and work."

5. Self-Reflection and Personal Responsibility

Bill encourages listeners to introspect rather than blame high performers for their own stagnation. He suggests that resentment often reflects one's insecurities or dissatisfaction with their own performance. By recognizing this internal barrier, sales professionals can shift their focus from envy to self-improvement.

Notable Quote:

• Bill (07:19): "I almost always think it's some reflection of how I'm feeling about myself."

6. Strategies for Overcoming Resentment

Bill and Bryan offer practical advice for those struggling with resentment toward high achievers:

• Shadowing High Performers: Spend time observing top performers to understand their strategies and work habits.

  Notable Quote:

  • Bill (10:35): "If you're saying that you're proving our point, if you're not, I've also found not always, but in most cases, high performers are more than willing to share with you their work processes."

• Building Relationships: Invite high achievers to lunch or informal meetings to learn from their experiences and insights.

  Notable Quote:

  • Bryan (11:30): "Take this person to lunch someday if they could share three ideas. And you know what? That person would love to."

• Focusing on Personal Growth: Instead of fixating on others' success, invest energy in developing unique skills and strategies that can enhance one's own performance.

7. The Generosity of High Achievers

The hosts highlight that high performers are typically generous with their knowledge and eager to help others succeed. However, their willingness to share is contingent upon being asked. Without proactive engagement from mid-level performers, these opportunities for mentorship and learning may go untapped.

Notable Quote:

• Bill (12:08): "High achievers tend to say, well, I'm spending 10 grand to get 50. Let's do it."

8. The Mentality of High Performers vs. Low Achievers

A discussion ensues on the contrasting mindsets between high and low achievers. High performers are portrayed as investment-oriented, willing to take calculated risks to achieve greater returns, whereas low achievers might be more cautious or reactive, often hindering their own progress by avoiding necessary investments in personal and professional development.

Notable Quote:

• Bryan (13:22): "She's a low achiever. Pinching pennies never going to get to any kind of [success]."

9. Embracing Ownership and Dominance in Territories

Using real-life examples, the hosts illustrate how ownership and dominance in assigned territories can lead to exceptional performance. They recount stories of salespeople who have transformed underperforming regions into thriving markets through dedication, strategic thinking, and a proactive approach to sales.

Notable Quote:

• Bill (15:13): "He owns it. So Evansville, Indiana, Henderson, Kentucky, Owensboro, Kentucky, Madisonville, Kentucky—the towns you've never heard of before. He owns it."

10. The Evolving Concept of Territory in Sales

Bill and Bryan discuss the traditional concept of sales territories and how digital advancements are redefining this notion. They ponder whether geographical boundaries will become obsolete as remote selling and digital marketing continue to expand, allowing sales professionals to reach clients beyond physical confines.

Notable Quote:

• Bryan (16:38): "So territory is... I wonder at some point when... when is that going to be a relic of the past."

11. Community Engagement and Listener Participation

Towards the end, the hosts encourage listeners to join their LinkedIn group to share experiences and thoughts on the topic. They emphasize the importance of community engagement in addressing and overcoming the challenges associated with success resentment.

Notable Quote:

• Bryan (16:49): "Make sure you join us on the LinkedIn group, advancedonlypodcast.com LinkedIn. That should take you right there."

12. Conclusion and Final Thoughts

In wrapping up, Bill and Bryan reiterate the importance of shifting mindset from resentment to proactive learning. By engaging with high performers and embracing their strategies, mid-level sales professionals can unlock their potential and achieve greater success.

Notable Quote:

• Bryan (17:53): "All right, see you next time."

Key Takeaways

• Self-Reflection: Resentment towards high performers often stems from personal insecurities or dissatisfaction with one's own performance.

• Proactive Learning: Engaging with and learning from top achievers can provide valuable insights and strategies for personal growth.

• Behind-the-Scenes Effort: High performance is usually the result of extensive, often unseen, hard work and dedication.

• Mindset Shift: Focusing on self-improvement rather than envy fosters a more positive and productive sales environment.

• Community Support: Leveraging community platforms like LinkedIn can facilitate knowledge sharing and mutual support among sales professionals.

This episode serves as a valuable resource for sales professionals seeking to understand and overcome the barriers created by success resentment, ultimately promoting a culture of growth and collaboration.