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5-Step Plan that Helps Good Salespeople Become Great

“I’ve have over 7 years of sales experience (not all with the same company) but have yet to reach that “Top Sales Rep” status based on my numbers… What do I need to do?”

Everyone “wants” to be considered one of the best but only a few are willing to do what it takes to get there. If you’re one of the few with a deep desire to be in that top 10% category here’s a five step plan that can help separate yourself from the rest of the pack.

5-Step Plan to Help Good Salespeople Become Great

1. Love What You Sell / Believe in What You Do

This does not mean “trick” or “fool” yourself into loving what you sell / do. It means take a real hard look at yourself and be honest… is what you are doing / selling right now where you are supposed to be?

If the answer is “No” then the odds of you reaching the top are slim. And even if you do, so what? You still won’t be happy.

A house divided against itself cannot stand. Loving what you do and peak performance / results go hand-in-hand.

Sometimes the first step to becoming a top salesperson is having the wisdom to admit you’re in the wrong place and the courage to make a change.

2. Accountability

Hold yourself accountable for your success.

Take responsibility for when things don’t work out and praise others for when they do. Just because the economy is bad doesn’t mean you can’t make more money than you ever have before. Who says you can’t have your best year ever?

Too many potentially great salespeople sabotage their chances by placing limits on themselves and blaming outside forces.

Currently, the “economy” is the reason for poor results. When the economy is back on its feet, it will be that the “leads are bad” or “our competitors have a better product / service / pricing” etc.

Realize that you alone are responsible for your own success and there is enough business to go around for you and your competition.

3. Find a Mentor

Now that you’re in the right spot (or confirmed you were in the right place to begin with) and have committed to holding yourself accountable and responsible for your own success (or failures), the next step is to find a mentor who is willing to take you under his/her wing.

Mentors, in my opinion are different from coaches / consultants etc and the best mentors I ever had didn’t cost me a dime.

They were usually top salespeople at the company I was working for at the time, or a VP of Sales or even the CEO. I would seek out those who had already achieved what I was after and asked for their advice. Don’t be afraid to ask for help… Successful people like to share their knowledge with those who want to be successful. What they don’t want to do is waste their time with those who only “say” they want to be successful.

4. Do What Others Won’t

Get to work early, listen to motivational tapes on the way to work, role-play in the morning, read sales books, jump at the chance to go to sales seminars and/or attend sales webinars that your company is willing to pay for – and be willing to pay for them out of your own pocket if they won’t.

There’s a reason why the top salesperson category is a small group… the majority isn’t willing to do what the few are willing to do.

If you are going to run the race, run through the tape rather than give up 90% of the way.

5. Become a Mentor

Share what you’ve learned. Not only does it keep the cycle going for the next generation but it also helps you stay sharp.

– Michael Pedone
Michael Pedone teaches outbound sales teams exactly what to say to get sales conversations started with hard to reach decision makers. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.


Register for Our Next 8-Week OUTBOUND SALES Improvement Program – Live Online

  • How to Warm Up and Close Cold Leads
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  • Give Stellar Presentations & Handle Objections
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  • How to Set & Achieve Your Toughest Sales Goals
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Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone