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