What makes a Top Performer?

I’ve long said that there’s only about a 5% difference between mediocrity and superstardom. In Season 2 of the Rethink The Way You Sell Podcast, we’re going to dig into that 5% and identify what separates top performing sales pros from the rest.

As you dig a little deeper into that 5%, what you’re going to understand is the difference between “those who know” and “those who do.” Interestingly (but not surprisingly), what separates top performers from average sellers doesn’t seem to have anything to do with selling skills. Top performers don't know more, they just execute relentlessly on the most important things. The difference, then, comes down to the seller’s ability to overcome the obstacles that get in the way of performing these tasks.

You already know enough. That’s not what’s getting in your way.

There are the seven intangible characteristics of top salespeople

1.       They are proud to be in sales

2.       They are purpose-driven

3.       They treat selling as a career, not just a job

4.       They take ownership of their outcomes

5.       They begin with the end in mind

6.       They create an environment to buy

7.       They keep their swagger

I’m going to dive deep into each one of these characteristics, and along the way, you’re going to hear from a few of my friends, like Andy Paul, Tara Horstmeyer, Larry Levine, Luigi Prestinenzi, Jordana Zeldin, Mike Hook, Andy Racic, Camille Clemons, DeJuan Brown, and Liz Wendling.

Being a top performer is about alignment between who you are and what you do, seeing a bigger picture than most, and creating an environment where you can do the work.

I’m excited to bring you along with me as I explore these concepts over the next two dozen episodes. Are you with me?

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