You’ve probably heard of the 80/20 rule, that states that 80% of the results in a given situation can be attributed to 20% of the people working towards those results. That means the top 20% of the salespeople in a company will make 80% of the sales.
Top twenty percenters have certain attributes. They don’t hope for the best they commit to being the best. Holding no illusions that they’re somehow going to magically rise to the top, they decide they’re going to get there and then hold themselves accountable every step on the way. There’s a grand canyon between hoping for something and deciding you’re going to get something. One leaves the achievement of the thing to outside forces. The other takes control.
They look at everyday as another opportunity to learn something that’s going to bring them closer to their goals. They implement what they’re learning and keep on working away on that skill like a sculptor on stone, until that skill or the sculpture inside the stone is revealed. When those skills lead to successes they don’t just let them pass like ships in the night they stop and acknowledge the accomplishment. They reward themselves in some way to keep themselves incentivized.
Not afraid of fear
Fear is the great stopping point to so much success. The two things that people most fear are: failure and looking bad in front of others. Those fears are what prevent so many people from giving their careers 100% of their energy and dedication. You can’t fail 100% if you’re only putting in 60% or 70% effort.
Top twenty percenters do not let fear get in their way. They are as afraid as anyone else, but they go ahead and put themselves out there anyway. As Henry Ford said, “One of the greatest discoveries a man makes, one of his great surprises, is to find he can do what he was afraid he couldn’t do.”
A personal commitment to results
Top twenty percenters are not giving lip service to their company or their product, they are speaking with 100% conviction and commitment. To be a strong salesperson you have to believe in yourself. To believe in yourself you have to believe in what you’re doing. You can’t believe 60% or 70% or even 99%. It has to be 100%. If you don’t have 100% believe in yourself and your company then why are you there?
A lawyer never asks someone on the stand a question without knowing the answer. Top twenty percent salespeople are fully prepared and versed on every aspect of the their product and the people they’re selling that product to. They may never say the same thing twice, but they have a clear, defined system for what they’re going to say.