It’s that time of the year where retailers tout the message that there are only “X” amount of shopping days left. Sales managers state a similar message to their sales teams. “There are “X” amount of selling days to hit your sales goal.” Some salespeople will and some won’t.
So what’s the difference between a salesperson that consistently hits their revenue targets versus an average producer that consistently misses their target? Are the top producers natural born salespeople that came out of their mother’s womb with the ability to open and close business?
In my years of working with top producers, I have found it boils down to the old adage: Great salespeople do what average producers don’t want to do.
- Plan and prepare. Look at their calendars and you will see...