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.
Read the rest of this feature on Printing Impressions, a publication of PRINTING United Alliance, ASI’s strategic partner.
