The Top 1%: Part 3

Credit: Doug Jordan

I've been sharing observations about the top 1% of sales reps. What makes them different? How is it that they manage to put up numbers when others can't? Why aren't they as vulnerable to market swings as the other 99%?

In the first segment I spoke to goals and planning. In the second segment I addressed expectations. Today I want to talk about how they see clients.

The top 1% never stop asking questions. They want to learn everything they can about their clients and prospects. They want to understand every department, what motivates them, what they buy, why they buy it and who they buy it from.

They create client profiles. They learn all they can and examine how they might solve problems for each department or category leader. The top 1% think of each department or pocket of opportunity as a unique prospect.

The top 1% don't stop selling when they start earning work. They know the bid collector isn't the real decision maker. They develop great relationships with these guys but don't ease up on discovery. They continue to prospect and make contact above the bidding level.

If you sit down with most reps and ask about an account, they'll tell you who the buyers are and claim to have a great relationship. They know who their competitors are and have suggestions on price. Their focus is 100% invested in the person that calls them for bids.

The top 1% are different. They'll share names and departments. They'll have an evolving sense of what each area buys and why. They'll have or will be building a picture of who controls the money. Finally, they'll have a plan for each area identified.

The top 1% don't make enemies out of buyers but they don't stop at their level. They get connected at the top, offer creative solutions and make themselves invaluable to senior managers. They solve problems the C Suite is focused on. Consequently, the top dogs want them involved.

The top 1% have clout with their clients. The people that matter know ideas are walking through their door. They call these reps to discuss initiatives not specs.

The top 1% have clout with their employers too. They walk in with opportunities. They see possibilities not problems. They sell solutions that happen to turn on printing presses. They don't sell projects.

Inconvenient Truth: 99% are convinced that they do everything exactly the same as the top 1%. It isn't so.

Good sales leaders will point out differences without being demeaning. They'll talk with the wannabes and help them see what makes the top 1% successful. They'll encourage anyone that wants to improve and suggest that they can do it too if they commit to the work.

My experience has been that there are reps on every team that can move up. These guys are your latent potential. These are the precious few that will listen to what works, grab a mirror and ask, "why not me."

If you happen to employ one of the top 1% celebrate. Watch how they work. Learn and teach others. Stay out of their way too!

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.