BECOMING THE BEST

What would you say is the single most important reason you’re in the profession you’re in? For me, there is nothing more important than being passionate about what I do. That is easily my top choice. If I had to name a second reason, I would choose earning a living and affording my family a comfortable way of life. Whether making money is your first or second reason for doing what you do, I am sure it’s high on your list.   

What do you think differentiates the top salespeople from the rest of the pack? Why do a select few seem to make huge amounts of money while most seem mired in mediocrity? 

One big reason is their attitude regarding the sales process, and their capabilities in relation to that process. I believe attitude is the number one factor in sales. If I had to choose one major thing that separates the best from the rest it would be attitude hands down!   

Think about your own organization for a moment. Are there a few sales people who seem to excel in your business? Are there some who fail? Some who just do all right? Why, given an even playing field (Selling the same service or product in the same geographic area to the same prospects) don’t all sales people do equally well? I believe the answer has three parts.   

First and foremost the best have an attitude, and an air of confidence, that sets them apart.  

Second, they have a drive and determination that their less successful peers can’t match. 

Third, they are organized in their approach, which includes spending time on the most effective sales strategies. Their lesser competition is often un-organized and wastes much of their quality time on approaches that are not always effective. 

I am always amazed at how the old 80/20 rule can be applied in business, especially when relating to the sales process. On average, the top 20% of sales people in any organization will account for 80% of all sales.  

I am also amazed at the number of sales people who refuse to invest time and money into improving their income. We live in the information age.  The amount of information available is astounding. Yet, many people do not take full advantage of it. I learned how to sell my services by investing in myself. I read every book available on selling, and still do. I listened to every tape I could find, and still do. I attended every seminar I became aware of, and I still do. I realized an important dynamic early in my sales education. That dynamic is to understand and harness the powerful ideas of successful people. There is no substitute for OPK - other people’s knowledge.  

The bad news is that you are going to have to part with a few dollars to get the best information. The good news is you are going to have to part with a few dollars to get the best information. Why is that both good and bad news? Well it’s good news because most people will not spend money on improving their bottom line. For example, most people, especially those in the bottom 80%, look at spending money on sales training as an expense. The top 20% see it as an investment. It’s good news because you are learning the strategies utilized by the top 20%. It’s only bad news for those who don’t show up.  

Once you get into the top 20%, you never have to worry about money again.  When you no longer have to worry about money, you are free to be more creative and to enjoy the pursuit of your passion. According to a study done by Brian Tracy, a fellow speaker and sales trainer, those in the top 20% make 16 times more money, on average, than all those in the bottom 80% combined! Need I say more? 

What makes this interesting is that the difference between top performers and mediocre performers is not a big difference in time spent. The difference is that they spend their time consistently focused on doing those things that are most effective. Many people work to their comfort zone. They spend their valuable hours doing what they like to do versus what might be most effective. Top producers don’t work to their comfort zone; they work to their profit zone. They invest in learning which strategies are working the best in “today’s” business-to-business environment, and they consistently apply them. 

In summary, if you want to be the best, do what the best do: 

• Maintain a great attitude, coupled with confidence in your abilities.
• Be focused, and determined. Be organized in your approach. Work on those things that are most important each day. Remember the only place that success comes before work is in the dictionary.
• Invest in yourself. Even the best salesperson alive doesn’t know it all. Attend seminars, listen to tapes, read, learn, and grow!

Have a great trip, and I’ll see you at the top!