It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position.
Standout salespeople are judged by their means to the end not merely by the end itself.
This is their profile.
1. They are consummate team players. They help their fellow salespeople and the favor is regularly returned. They take leadership in expressing the values of teamwork and are viewed as the de facto team leader who is looked to for guidance and advice.
2. They attract support staff, marketing and service in particular, who do whatever they can to support their sales efforts. Standouts recognize their support heroes and give credit to them continually for the high level of performance achieved.
3. They don’t cold call. They don’t have to. The deep and intimate relationships they have developed with their customers draw business TO them without the need to go out and get it.
And strong referrals from their loyalists fill their funnels with new qualified leads who are leaning their way with minimal sales effort required.
4. They have the highest customer perception results. Their customers “love” them and peg them at the highest level of the sales and service scale. They are rated “beyond excellent” because they solve their client’s pressing problems even though it may not result in an immediate sale.
Standouts recognize that the relationship takes precedence over everything else. If they lose a sale in order to preserve the relationship, that’s ok.
5. They are coveted by other departments that want the standout skills applied in their functional area. Standouts are always being hunted by other team leaders because of HOW they approach the job of doing business. It’s less about their sales expertise and more about their values towards the job.
6. They care about the little things. They understand they it’s the “little things” that build or destroy relationships; they’re not little at all. They never let a small detail go unattended. They are amazing at follow-up, updates, “How’s it going?” calls and regular account reviews. They have a “secret” file on each of their clients containing more personal insights on them that their sales brethren don’t know.
7. They consider the after-sale more important than the sale. They know that the after-sale fuels the next sale so to avoid the need for cold calling, they put copious amounts of time and energy managing the post sales dynamics with the client.
They never close a deal. They look for anything that needs to be done as follow up and they get it done quickly. They may even surprise their client with a personalized token of appreciation for their business.
Standouts look for ways to separate from the sales herd and be visible.