Throughout my career in this great industry, I have spoken with, observed and coached numerous sales professionals – some of whom were great, some not much so. What I have noticed is that the superstars have some common traits, and those who held them, separated themselves from their competition. Let’s explore those traits and, as we do, ask yourself, "Where am I on the continuum?"
• They're goal-setters. Without a goal and a plan, you're doing nothing more than floundering. It may appear that you have everything under control but eventually, without goals and a plan, you'll find yourself in a space where things become unclear and you lack direction. You'll find yourself looking to regroup and looking for answers. Even with a plan, you will need to check and tweak it to make sure you're on target, but it typically won't require full-blown restructuring.
• They look at failure with a positive eye. If you're in sales or marketing – you will fail. How you view those failures, however, will dictate the long-term outcome. If something goes sideways, the superstars will always look at the failure as a learning experience. More importantly they first look inwardly and ask, "What could I have done to have kept this from happening and what can I do to keep it from happening again?" Then they proactively move forward.
• They prioritize tasks. The superstars know what needs to be done and when. They have a grand plan and break it down into smaller bites. They write it down and, in fact, they are consummate list writers. They know where every moment of their day will be spent yet they have the ability to adjust – and they don't get shackled to their email!
• They delegate and defer. Non-revenue generating activities need to be scrutinized and, when possible, delegated. Great leaders and top producers understand that in order to be the most effective they must surround themselves with individuals who can be tasked with 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 to reach their goals. They are avid list makers that keep them on track to hit their targets. They regularly and religiously review their numbers – and they understand that cash flow is the lifeblood of their business.
• They reject mediocrity. Not settling for second best is their mantra. Being mediocre, doing things half way, is never in their repertoire. As such, they are self-accountable, not blaming others and outside circumstances but instead always pointing the finger inward in order to see what they can do to up their game.
• They’re optimists. Superstars realize that even when things are not going to plan, negativity corrodes their efforts so they focus on solutions rather than the downside. They recognize that negativism will affect 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.
• They’re in it for the long-term. When times are tough, they stick with it, never quitting and realizing that persistence is a major component of success. In the words of Winston Churchill, "Never, Never, Never Give Up."
• They are self-starters and self-managers. Superstars have no need for someone to look over their shoulder or be prodded into doing things. They take control. They have vision. When given a task, they create a strategy, execute a plan, make self-adjustments, and seek assistance where needed along the way until the task comes to fruition. They loath micro managers!
• They focus on what they can control. Understanding there are some things totally out of their control, superstars let these things go, realizing that dwelling on such things will only derail their efforts to meet their goals. They rarely stay angry or become spiteful, knowing that negative activities will slow down their progress.
If you feel you are on target, fantastic – keep up the great work! If not and you feel you could benefit from embracing these tenets – get on it – it's never too late.
Until next month… continued good selling!
Cliff Quicksell, MAS+, has been involved in the promotional marketing industry for over 30 years. He is the recipient of over 25 international sales and marketing awards for innovation, creativity and his contributions to the industry. He can be reached at cliff@quicksellpeaks.com or 301-717-0615.