While working as a sales trainer in a large international bank, I discovered over a period of time that the laws of mediocre sales wisdom had fully taken over the mindset of nearly 95% of the organisations workforce. While strangely a small circle of field agents kept raking in the big bucks by claiming nearly 80% of the entire commission volumes. As expected this led to a great deal of discontentment amongst the vast majority, but the truth is that these guys were doing something extraordinarily different.

In every organisation,  there are controversy theorist who constantly rationalize their failure by demeriting the efforts of these elite groups. All said and done something was different. As a sales trainer,  I knew the principles of sales and how the gift of the gab could garner a decent paycheck. But this was something different, these guys were consistently maximising the numbers and in some cases each one of them had 2-3 mobile phones to manage the influx of new sales opportunities. I was curious, and so as part of field research I wanted to logically deduce their modus Operandi.

The Secrets of an Intelligently Lazy Sales Agent

At first it seemed too easy to be true, reason being that these guys hardly worked and spent most of their working hours receiving fresh leads rather than make cold calls to potential clients. This seemed like a mystery. Did they have another team working for them? And did this group source new opportunities for them?

To my amazement, nothing of that sort was happening. These guys were genuinely making tons of new business and it seemed like the angels were showering them sales like Mana from heaven. This was too good to be true, In my heart I felt like an absolute loser because I knew that I had trained them well, but the reality was that in my day as a sales agent I had never performed this well. This made me curious and furious with myself.

Enough is enough and so I decided to get to the crux of the matter. The only way to get answers was to subtly use my influence as a field moderator and discover this secret for myself. Hence I decided to schedule a field trip with John D’souza the most successful sales agent in the entire organization. From his external demeanour John hardly came across as a star, but once you got talking to him you could see the confidence of success oozing from his persona.

I decided to get John to list his actionables for the day and the upcoming week. To my amazement John did not seem to have a particularly hectic schedule, infact he was working only 3 hours a day, and for the rest of the day he was playing golf at a local club and later having cocktails at one of the most elite clubs in the city. To me it seemed like he was goofing around, however his numbers were indisputable and that was the only thing which kept me from placing a demerit on his field report.

Signs of an Intelligently Lazy Sales Agent

I decided to confront him with his diary schedule and its invariable inconsistency with the stereotypical activities of a sales agent. I asked John “Explain the actionables in your diary and also explain the exhorbitant ‘Play time’ you seem to have everyday in your diary”.

What John revealed to me next, shocked me completely, He said ” Dominic, I am so successful in life thanks to the advice you gave me 3 years ago in my induction workshop, You said ‘Do not work hard, Be Intelligently Lazy’. Infact all the top performers in the team praise you for that jewel, as we discovered that it was the sole and whole key to our success.

“I work only 3 hours a day doing what everyone does, and for the rest of the day I connect with my real business potentials. I meet CEO’s and COO’s and Director’s while playing golf. These guys love my game and therefore, keep inviting me to all the key events where I meet even bigger business prospects. I never talk shop with them, but they know I work for a big multinational bank. When they think of a bank or an investment opportunity they automatically think of me because we are friends and the truth is that you tend to trust your friends more than a banker.

This is my little secret, and good part is that they do not even realize that they work for me when sending new business my way. Their influence in the company means that I could get the entire portfolio without ever making a sales pitch to anyone in the company.

I will let you in on another secret, I did not know the head no tail of golf and couldn’t tell one iron from the other. But as an investment in ‘ME’, I decided to take golf lessons from the best coach in the country so that I could use these skill to network with the most influential minds in the corporate world.”

Discover the art of becoming Intelligently Lazy

For once I was speechless. Here was a group of people who had literally taken my random conversation and converted it into a gold mine. I learnt my lesson well and so now I have started listening and watching every single video and audio on the Empower Network. To my amazement I discovered that pretty much like my gems David Wood and David Sharpe were two Intelligently Lazy guys who had learnt from life and were now willing to share this Mana from heaven with the likes of me and you.

The proof is in eating the pudding and achieving success by action not volumes. Meet the Intelligently Lazy Guys