Navy SEALs & Top Producers at the Southwestern Company

Flying home to Nashville, TN to get ready to back to work at the Southwestern Company coming from Bogota, Colombia last year I had the honor of sitting next to and speaking with the Commander of our Special Forces unit with the US Navy SEALs.  What he and his team do for our country is not only inspiring, but humbling to even think about.  Most of us cannot even imagine what our military goes through everyday just so that we can enjoy the fringe benefits of everyday life.

After spending over three hours talking with my new Commander friend I began thinking of the similarities between how an ordinary sailor becomes a Navy Seal and how an ordinary salesperson becomes a Top Producer.
The only real difference between a normal Navy sailor and a Navy Seal is training. The same goes for an ordinary salesperson that has turned Top Producer.

Let me walk you through what it takes to become a Navy SEAL…and a Top Producer, for that matter.

After meeting some rather stringent requirements to become a Navy SEAL candidate, sailors must undergo Basic Underwater Demolition/SEAL or BUD/S training. It is divided into several phases:

  1. Indoctrination
  2. Basic Conditioning
  3. SCUBA training
  4. Land-warfare training

navy-seal-11navy-seal-8

Official U.S. Navy Photos

BUD/S training lasts seven months and tests each individual to the brink, both mentally and physically. Days are filled with running, swimming, calisthenics, and learning small-boat operations. They must endure drown-proofing (where trainees must learn to swim with both their hands and their feet bound) and surf torture (a.k.a. cold water conditioning).

SEALs also train extensively in closed-circuit SCUBA systems and underwater navigation. They complete land-warfare training for nine weeks in intelligence-gathering and structure penetration, long-range reconnaissance and patrolling, and close-quarters battle. They become the best of the best and are trained to react to sniper attacks or anything else they might encounter.  All of the training is part of the process designed to build and perfect optimal Navy SEAL skills.

When BUD/S is complete, trainees move on to basic parachute training and SEAL qualification training to refine their skills before they are officially awarded the rank of Navy SEALs.

All of this extreme training is critical. To the average onlooker the training may seem excessive. However, in reality SEALs must be able to operate efficiently at all times, despite weather, temperature or physical discomfort. Their lives, and the lives of others, depend on it.

So, what does all this have to do with salespeople? Let’s just start by saying that sales training and Navy SEALs training can’t truly be compared. I’ve never gone through surf torture and I commend the men who are willing to go through so much in preparation to serve their country. But look at it this way, in the same way that Navy sailors must go through this incredible training process to become SEALs, the Salesperson must go through an incredible training process to become a Top Producer at the Southwestern Company. Ask anyone in sales; it’s no easy task to become the best salesperson in the company, region or industry! If you think about it, isn’t it amazing how a training process paired with unwavering determination can turn the ordinary into the great?

Whether you want to be a top producer or you’d like to become a SEAL: training is key. Here’s a brief look at the Southwestern Company sales training process:

  1. Southwestern Company Sales Fundamentals
  2. Sales Mastery
  3. Sales Techniques a.k.a. Practice!
  4. Continuous Learning from other Top Producers

In the climb to become a Top Producer, you’ve got to start somewhere.  The salesperson must first begin understanding sales fundamentals, as is done in Year One of Southwestern Sales Training. During this part of the training process the students learn how to develop work ethic, maintain a positive attitude and develop the right habits.

The second step in training process is to master the art of sales. This is done through continuous sales training, expanding one’s skill set and becoming wholly invested in sales. It’s no longer about memorizing the best basic techniques, but going above and beyond to know all there is to know about sales.

Lastly, in order to become a Top Producer you must practice what you preach. Go into the field. Perfect, hone and refine your skills. Experience slammed doors and sweet success until the former becomes few and far between and the latter becomes commonplace.

The evolution from a good salesperson to great sales professional, from sailor to SEAL comes as a direct result of training. In order to stay on top and stay sharp SEALs are constantly training and repeating the cycle so that they are continuously improving and learning new skills. Same goes for the Top Producers. Once you’ve made it to the top of the mountain, you’ve always got the sky to conquer! 

Check out the Southwestern Company Top Producer’s BUDS training program for sales people at Top Producer’s Edge personal coaching.

(Thank you http://science.howstuffworks.com/navy-seal9.htm for information and photos)

 TOP PRODUCER V/S NAVY SEALS

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3 Responses to “Navy SEALs & Top Producers at the Southwestern Company”

  1. Here is a comment from my Navy SEAL Commander friend.

    Francisco Franky

    Today at 9:19pm
    Dustin. How are you doing my friend – greetings to both you and your wife. I actually waited for your invitation to Richmond. Oh well.
    I am heading to San Diego right now – part of the job to recruit our very best.
    As I read your article – your analogy between SEALs and Top Producers _ I felt compelled to share with you, some of the core principles of our SEAL demeanor – which clearly can be applied to life and business… in addition to continuous training and search for improvement and mastery of the skills necessary to always win the fight.
    I believe the reason SEALs are so unique- is our ability to adapt to change – quickly; the mental drive to never fail – and the brutal desire to learn from our mistakes in order never to repeat them.
    In addition, and this I tell my students – we are always being trained, assessed, and selected… always – that is our mentality- which prevents complacency from setting in and getting comfortable with a particular job or position. All these apply to your business brother, I am sure you know that… Take care, and keep safe. Cheers.
    VR/Frank

  2. Jenna Leggat Says:

    What a fantastic analogy, that hits right at home. My brother is currently in BUD/S, and I will be graduating with a degree in Technical Sales this coming December. I would like to say that the two are comparable but I have to say there is nothing like the training these sailors go through. My brother is my inspiration and the one I always think of when things are a little rough. There is so much to learn from these sailors that volunteer their lives for our freedom and train the way they do to become the best. I will have this article in my office and it will remind me daily of the will to be the best! Thank you Dustin for this well written article. Best of luck to you.

  3. nimref gabriel Says:

    warior are not born but they train and developt. navy seal is the best of the best. navy seal is my dream………..?

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