| Bill Brooks of The Brooks Group wrote an
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| | gain," it doesn't mean you will fail at
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| article several years ago about his
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| | sales. However, it does mean that you
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| organization's research into sales
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| | only have about a 22 percent chance that
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| performance. Bill's research partner
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| | you will become a top sales producer.
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| analyzed 178 top sales performers from
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| | 3. If you're not motivated by making
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| the United States and another 450 from
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| | money, as 78 percent of the top sales
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| Germany who, as he stated, "...were at
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| | producers in the study, you will most
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| the very peak of their game." These top
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| | likely always be an average or below
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| sales professional were analyzed in two
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| | average sales producer.
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| key areas behavioral style (personality)
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| | 4. To be a top producer you need to work
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| and core values. Here's what the Brooks
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| | for an organization that gives you the
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| Group researchers learned about sales
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| | opportunity to earn as much money as
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| success:
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| | possible. The "opportunity" to make money
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| A sales or service industry
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| | helps to stimulate this vital core value
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| professional's personality has little or
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| | and give you the driving force needed to
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| nothing to do with his or her sales
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| | succeed at selling.
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| success levels. The Brooks research found
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| | 5. You must understand that motivation to
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| that there was a broad spread of
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| | reach the top comes from within-from your
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| personalities and sales styles across the
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| | values. Your core values are part of your
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| groups of sales professionals assessed
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| | internal "operating system," that makes
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| and that "personality characteristics
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| | you who you really are.
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| pegged to success" was not a factor in
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| | 6. You really need to find out what
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| the sales success equation. In truth, the
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| | "turns you on" and then go for it. You
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| successful sales performer's
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| | see, there are hundreds of interests that
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| personalities varied as much as the
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| | are important to people with core values
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| products or services that they sold!
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| | other than working toward high economic
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| However, in assessing each sales
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| | gain.
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| professional, 78 percent of these top
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| | Top sales professionals and service
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| performers all shared the same basic
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| | industry "rainmakers" earn a lot of
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| value and that this core value was the
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| | money. But as Bill Brooks says, "They
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| key to a sales professional's consistent
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| | also want to earn a lot of money. It
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| sales success. What was the value? Across
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| | fuels their self worth and sense of well
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| two distinct cultures and a diverse group
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| | being. It's how they measure their
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| of industries the core value driving top
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| | success." However, I have observed in my
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| sellers was their keen interest in making
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| | coaching sessions with the top producers
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| a lot of money!
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| | that they have additional values that
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| What does this research mean to a sales
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| | complement their drive to earn money.
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| or service industry professional?
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| | Most of them are also driven to solve a
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| 1. Personality and style are not nearly
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| | prospect, customer or client's problems
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| as important to your sales or business
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| | and to meet the needs of those they sell,
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| development success as your core values.
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| | doing something to deserve the money they
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| 2. If you are not motivated by "financial
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| | are driven to earn.
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