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Education resource for the group travel supplier


Wednesday, 11 July 2012 14:07

Are You Learning from Your Top Sales Performers?

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Do you know who the top three sales people are in your organization? The challenge that arises with people not knowing who the top sales people in their organizations are is that they are wasting one of the top resources they have in their business. The sales people who are performing well are clearly doing something right, and if the other sales people follow their lead, they, too, can become top performers.

All the other sales people in the organization should be looking at the top performers' daily behaviors, routines, sales systems, and the relationships they have with their clients, trying to discover why they are able to consistently outsell everyone else in their organization. The top performers have a recipe for sales success, and if the other sales people want to achieve similar results, they must invest the time to try to find out what is working, and why and then apply a similar strategy in their own sales process. If the other sales people can drive their daily activity and behavior, using a similar recipe for sales success, they will obviously achieve similar or even better results.
The top sales people in any organization have an incredible amount of knowledge, great daily habits, the right positive mental attitude, great relationship building skills, and the recipe for influencing people to see the value their product or service offers. This knowledge and skill is transferable, and any sales person, who is willing to invest the time and effort into learning from the top performers, will gradually grow into a top performer themselves.
Identify the top sales performers within your organization. Approach them and offer to buy them lunch. Prepare a number of questions you have about their sales process and ask them these prepared questions while at lunch. You will be astounded how willing people are to speak about themselves and their sales success. Repeat this with all the top performers in your organization. Identify the behaviors, sales processes, and methods they use to build sustainable relationships with their clients and build your own sales process.

If the top performers will allow, try to spend a day with them and observe how they operate and discover their daily behaviors, routines and the way they interact with their clients. This will be invaluable information and will allow you to build a similar set of behaviors and routines into your day. You can become a top sales person, if you have the will and can develop the right daily sales routines and habits. The only thing stopping you from succeeding and becoming a top sales performer yourself is your daily activities or your recipe for success is not yet aligned with the results you want to achieve.
Source: Andrew Horton is an inspirational Speaker, Master Teacher, Radio and TV Host, Global Traveler and Author.

Read 3590 times Last modified on Wednesday, 11 July 2012 14:29

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