Average Performer vs. Superstar... which one are you?

Through my career in this great industry, I have spoken with, watched and coached numerous sales professionals – some were great, some not much so. What I’ve noticed is superstars have unique traits, they’re completely focused on the list below, this is what sets apart from the competition. Let’s explore those traits.  Ask yourself as you read, where am I on this continuum?

• Goal-Setters – Without a goal, or a plan, you’re doing nothing more than floundering. It may appear you have ‘all things under control’ but eventually without goals and a plan you’ll find yourself in a space where things become unclear and lack direction. You’ll find yourself looking to regroup and looking for answers. While it is true even with a plan you’ll need to reevaluate periodically to make sure you’re on target,  it will be little tweaks and not a full-blown restructure to get you back on track.

• Look at Failure with a Positive Eye – Look! If you’re in sales or marketing – you will fail, but it’s how you look at those failures that dictate the real outcome. If something goes sideways the superstar will always look at the failure as a learning experience. More importantly, they will first look inwardly and ask, ‘what can I do to ensure this does not happen again?’ They put those answers into proactive actionable steps and move forward.

• Prioritize Tasks – Back to the plan on a micro level. The superstar knows what needs to be done. They have a grand plan and break it down into smaller bites. They write it down; in fact, they are consummate list writers. They know where every moment of their day will be spent. They adjust, and they don’t get shackled to their email. They realize that non-revenue generating activities either need to put lower on the list, need to be delegated or, perhaps, even discarded.

• Delegate and Defer – Non-revenue generating activities need to be scrutinized. Ask yourself, “is it better for me to do these tasks or should I delegate to someone else?” Great leaders and top producers understand in order to be the most effective they must surround themselves with individuals that can be tasked with certain activities that free them up to do what THEY do best.

• They Know Their Numbers – Top producers know what they need to accomplish down to the day in order to reach their goals. They are avid list-makers. These lists keep them on track so they can hit their targets. They regularly and religiously download and review their numbers – they understand that cash flow is the lifeblood of their business. They understand what needs to be collected and what efforts they need to step up to meet their goals and projections.

• Totally Optimistic – Superstars realize, even when things are not going perfectly, negativity corrodes their efforts. It will show up in the way they speak on the phone and in their presentations. Furthermore, they realize that optimism, like passion, is infectious and people enjoy associating with upbeat people.
  

• Reject Mediocrity – Not settling for second best is their mantra. Being mediocre, doing things half-way is never in their repertoire. Most importantly, they are self-accountable, not blaming others and outside circumstances, but always pointing the finger inward to see what they can or could do to up their game.

• In it for the Long-Term – When times are tough, they stick with it, never quitting,  and realizing that persistence is a major component for success. In the words of Winston Churchill, “Never, Never, Never Give Up”.

• Self-starters & Self-Managers – Superstars have no need for someone to look over their shoulder. They needn’t be prodded into doing things; they take control. They have vision and if given a task they create a strategy, implement the plan, and execute, making self-adjustments seeking assistance where needed until the task comes to fruition. They loath micromanagers!

• Focus on What They Can Control – Superstars further understand some things are totally out of their control. Superstars let these things go, realizing that dwelling on the uncontrollable could potentially derail their efforts in meeting their goals. They rarely stay angry or become spiteful knowing this type of negative behavior will also slow down their quest for success.

If you feel you’re on target, fantastic – keep up the great work. If not and if you feel you could benefit from embracing these tenets – get on it – it’s never too late.

Until next month…continued good selling - CQ

Cliff is the Director of Marketing for iPROMOTEu, additionally and for over 30 years, Cliff has been speaking, training and consulting internationally to associations and national business groups on more effective ways to market themselves, their products and services, as well as motivating their personnel. Recognized by PPAI for his creativity, he has won the prestigious PPAI Pyramid award 27 times and the Printing Industry's PSDA’s Peak Award for creativity 5 times in three years. He has also received PPAI's Ambassador Speaker of the Year Award six consecutive years and was the inaugural recipient of PPAI's Distinguished Service Award. Named one of top six industry speakers and trainers, he also was recognized by PPAI in the book, "PPAI at 100," as having a significant influence in education. He has also been recognized by Counselor Magazine as one of the Top 50 Most Influential People in the Promotional Products Industry. Cliff’s BLOG 30 Seconds to Greatness won the Award for Most Passed Around Content in 2016. In December, Cliff will be launching his third book, 30 Seconds to Greatness along with a workbook. Connect with him on LinkedIn or via email at cquicksell@ipromoteu.com