I received a call from John. I could tell by the tone of his voice he was upset about something. The conversation went like this.
“Al I am really upset with my company. They are never satisfied. No matter what I do it is never enough.”
I replied, “John, slow down you sound like you are going to have a heart attack!”
“Yeh, they are raising my sales quota again this year. Every time I hit it they raise it again. I am getting tired of this.”
Here is what John missed:
Sales people sometimes get upset when quotas are raised. This is an indication of a weak sales person. A strong sales person knows they need and want to hit sales quotas.
Stronger sales people working on commission are not necessarily driven by the company quota but their own quota which is usually higher than the companies.
These stronger sales people are not upset when sales quotas are raised because they are driven by the quality of life they want to create for themselves and their loved ones.
They know the more they sell the more they earn and the better the quality of life they have.
As we move toward the end of the year it is a good time to look at our successes and failures. If you have been in a sales rut or not hitting your quota.
You may want to measure yourself against some of the characteristics of Top Performers. The list below represents some of the more common characteristics of Top Performers. See how you measure up. If you are not doing some of them it is time to put a plan in place for 2012.
- Strong desire to be successful
- Committed no matter what
- Has a positive outlook in the face of adversity
- Have personal goals in writing that are tracked and monitored
- Prospects consistently
- Gets to the decision maker
- Gets appointments
- Is rejection proof?
- Is in control of emotions
- Attempts to close
- Upholds margins
- Takes responsibility
- Has a positive attitude
- Doesn’t need approval
- Comfortable talking about money
- Has a supportive buying cycle
- Bonds early in the sales process
- Discovers buyers budgets
- Discovers why prospects buy
- Discovers how prospects buy
- Have strong hunter skills
- Have strong qualifying skill
- Has a strong sales process
- Is open to coaching
- Recognizes that there is always room for improvement of sales skills and sales strengths
- Maintains a full pipeline
- Has a good model to measure prospect against
- Has set criteria for cold, warm and hot prospects
- Joins trade associations and participates on committees
- Is committed to prospects and customers success
- Provides solutions to customers and prospects while maintaining profitability
- Cross sells and up sells
- Has high retention levels
- Doesn’t accept put offs
- Attends networking events
- Prospects by phone or walk-ins
- Gets referrals
- Doesn’t quote inappropriately
- Schedules appointments that are not broken
- Doesn’t make assumptions
- Quickly develops and maintain relationships
- Keeps good records in a contact manager
- Has a high dollar tolerance
- Recognizes a non opportunity and is willing to walk away
- Asks good questions
- Knows how to handle people
- Has a presidential mentality
- Manages time effectively
- Makes appropriate follow up calls
- Is highly motivated.