CRUSHING THE CURVE...

WHAT IT TAKES TO BE A TOP PERFORMER

Being the best at anything is something we all value. We worship superior athletes, we ogle great musicians and we admire stellar sales people and try to convince ourselves they made it with a lot of luck or by being at the right place at the right time. Yet, top performers enjoy their accomplishments standing on a mountain of techniques and training.

Over the last several years, we have done extensive research with customers and top performance and have learned why these pinnacle performers are in a league of their own. Over the years, we have observed and enjoyed collecting ideas and habits of sales superstars. I am convinced, great sales people are made and not born!

By applying the qualities of top performers, you too can achieve strong success in selling. Consider and use these methods that are proven to turn average into astronomical:

Selling is a numbers game

For many sales people, reaching quota is an end of the quarter scramble. Top sales professionals understand that quotas are consistently reached on purpose. They stay motivated and reach their financial and sales goals by monitoring them on a regular basis. Figure out how much money you want to make, calculate your sales target around that figure and break it into "bite sized" weekly and daily goals. Be sure to monitor your progress on a weekly basis to keep objectives within reach and your ability to achieve them.

Jeff Shawver of Shenandoah Medical and REPertoire's Distributor of the Month for July, add the importance of call volume in being a peak performer. "I make more face to face calls than most reps--it's where the money is."

A Gift of Gab

The scalpel is to the surgeon, what words are to the professional sales representative. The best representatives get there by being communication experts. It is no secret, sales people tend to talk too much. Top performers are powerful in their communication by listening and adapting to the customer's style and personality. This helps to make the customer more comfortable and builds trust. Sales people who maintain a 'take me or leave me' attitude, will usually find themselves in the parking lot with a blank order pad.

Neatnicks Rule

Chaos may be a sign of genius but not a top sales performer. The best reps get the most out of their time, energy and effort by being very well organized. They run their territory like it is their business...not just any business.

Finding messages on misplaced Post-It® or napkins eats up valuable selling time. Having a solid account and information management system in place is an important quality of top producers. Anticipating problems and being prepared to resolve them is another benefit of being well organized. Len Swerdlow of Burdick and June's Manufacturer of the Month, immediately solves customer problems by carrying extra parts and components in the trunk of his car. By anticipating problems, developing systems and staying organized you can collect big dividends at commission time.

Garbage In! Garbage Out!

Finally, the super successful in selling engaged in life long learning and self development. Will Rogers said, "Everyone is ignorant, only on different subjects." When was the last book you've read? Do you use audiotapes to improve your skills? Top performers are hungry students of life--they constantly immerse themselves in ways to learn and grow. Greg Jewell, REPertoire's May Rep of the Month looks beyond traditional sources for fresh insights. "I pull great ideas from financial periodicals, learn effective presentation skills watching television, and even look to military and combat novels for lessons that apply to selling. The idea is to always keep an eye out."

It has been said, successful people do the things failures refuse to do. What are you willing to do to improve your results and income? Step out on a limb and work on these concepts--- it's where the fruit is!

For more information on this topic, check out SPORT SHORTS™ audio tapes on our web site:

"A Great I.D.E.A. to Higher Sales"

"Are you a Value-able Sales Rep?"

"How to Open the Doors on Closing"