President's Club - What makes a top sales performer?

I was asked today by one of my reps, "What are the key characteristics of a President's Club winner?". I smiled from ear to ear. That is one of those questions that as a Sales Manager, I love to hear. The desire, drive, and will to be the very best that you can be.

The answer is simple in my mind. The recipe for a top sales performer is three-fold (or course). That's always my magic number for success.

1. Be Insatiable! I know I sound like a broken record, but it's so true. I've witnessed it thousands of times, and live (not just talk about it) to this value everyday. The most successful sales professionals are insatiably curious, insatiably hungry, and insatiably grateful. (See my previous post on this topic).

2. People buy from people. You have to be in front of your customers! Ultimately, we all want to be a part of something much bigger than us. This desire is rooted in belonging and connecting with others. So get out from behind your desk and meet your customers. Find, create and build connections. Tap into the hearts and minds of your customers. How? Be curious about their values, goals, struggles, and business. Be hungry to meet as many customers as you can and learn as much as you can about their business and their challenges and goals. Be grateful for the time people spend with you. Say thank you, share how important it is to you and your ability to help them grow and build their business.

3. Build & deliver value. SO many people talk about value, but then proceed to talk about all the features of their product/service. Or they talk about it and go straight to their pitch or price. What is value and how do you demonstrate it? It requires us to go deep below the surface of the conversation. To truly understand your client, their business, their goals and their challenges. It means that you're insatiable, you show up (face to face) and help your clients navigate the waters of the world of business together.

Finding yourself at the top of your game and operating at peak performance takes time. Evolution does not happen in a day and we do not find ourselves in the President's Club over night. Little by little as you shift the dial just one degree each day on each of these three behaviours you will soon find that you have developed these into your character (and have developed them into the fibre of your being).

Wondering where you should start? Be insatiably curious!!! You never know where that will lead you.

#gratitude #persistence #values #successful #tosellishuman #driven