How To Be A Top Sales Performer
January 6, 2009 by admin
Filed under Bryan Neale, Rules, Tools & Attitudes
What makes someone a great sales performer? Here are a few ideas:
- THEY THINK BIG: High performers think beyond the transaction—they think long term, big picture and any other overused corporate jumbo you can think of. You get it.
- THEY WORK: While I don’t believe effort = output, I do believe there is a positive correlation. The one basic element that we’ll never be able to disprove: the more people you talk to, the more clients you’ll have. Period.
- THEY ARE TERRIFIED OF FAILING: The highest performing salespeople (surprisingly to me) are often driven by fear—not a paralyzing fear, but a motivating fear. It could be a fear of failure, a fear of going backward or a fear of stagnation. Whatever, they do an amazing job channeling that fear into focused effort that produces results.
- THEY MAINTAIN ECONOMIC INTEGRITY: High performers know that THEY are a part of what their customers buy. They also tend to have very high self worth. Because of that, elite performers rarely discount what they do. They may negotiate, but they have a true, strong, intrinsic belief that they and their service command a premium fee.
- THEY EXPECT TO BE A HIGH PERFORMER: When the stack order ranking comes out, the best performers expect to see themselves on top. Average performers just hope they’re not in the bottom 1/3.
- THEY WORK AROUND FACTORS OUT OF THEIR CONTROL: High performers look objectively at situations and work around conditions they have no control over. Average performers tend to see these factors as insurmountable road blocks, excuses or paralyzing detriments.
You’ll not likely become a top performer by reading this, but it might spur you to e-mail me and ask what you CAN do to start to move yourself into the elite club. bneale@caskeytraining.com if you’ve got the burn.
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Bryan, I really like this! It’s simple, but these things are so true. I’m really working on thinking about #1 in a new, much bigger way (obviously thanks to our work from last year)–and I’m using this article to help jump start our 2009 conversation in coaching this week. Thanks for posting!