The Top 1%

Credit: Deb Adent

How do the best reps think? What makes them different? I'm referring to the top 2%...maybe 1%. How do they do what most call impossible so easily?

I have been asked this question more than a few times. If I'm honest, it's top of mind with business owners and sales leaders coast to coast. Anytime we dig into their sales culture this question rears its head. The boss wants to know why the others can't be more like the top dog.

They'll offer suggestions. "They don't work as hard" or "they're too focused on price." Other times it's "they won't make the calls" or "they're happy with the volume they have."

These leaders are identifying symptoms not cause.

I spent my career selling at the top and managing reps that did the same. I managed to be successful at helping some move from the "I can't do it" to the "I did it" group. I also worked with plenty that could have but didn't.

The top guys think differently. Conversations start at a different level. "What if" and "I've got an idea" are common phrases. These guys excite their leaders and customers.

I'm going to spend the next few weeks addressing what I think makes these top guys different. I'll share my observations, what our conversations included and how their brains were focused. I'll do my best to outline the behavior that separates these reps from everyone else.

Today, I'll start at the beginning.

#1: They have a plan. I'm not talking about activities. Those come later. I'm talking about their Plan to Win. That Plan to Win drives everything downstream.

These guys know where they want to live. They know how they want to live. They ask "why not me." They don't accept the notion that any level of success is reserved for others. They know what they want and they set themselves in motion working toward that goal.

This includes who they want to work with. These guys identify companies, schools, sports franchises or corporations they want as customers. They research and identify contacts inside of these targets.

They don't opt for what's easy or fast. They focus on prospects that they feel will help them reach their personal and professional goals. Regardless of any other work they happen to enjoy their targets are top of mind.

When I do sales workshops, I use the vacation example. You would never take time off of work, take the kids out of school, stop the mail, pack the car, back out of the driveway and ask "where are we going." You'd have a plan. You'd have reservations. You'd have your destination plugged into your GPS.

Your career deserves the same attention. The top guys know this. They have a plan and know where they are on the map. Most reps, don't.

#2: The top guys make it their business to learn who their prospects do business with. They want to know who they're competing with. Then, they ask why. What makes brand x the right choice for my target? What can I learn about what my prospect values based on who they buy from now?

Selling at the top doesn’t happen by accident. It takes a plan!

I hope you’ll follow along.

Photo? One of the top 1%. He’s a perfect example of what I plan to share.

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