What do Top Performers do?

By Mike Philie
In August 25, 2009

Whether it's a top performing sales rep or a top performing company, they both have something in common when it comes to focus and execution. There's no secret that the top sales rep at your company is usually the first in last out on a daily basis, they have their "ducks in a row" when it comes to managing projects, getting referrals and retaining good clients. They also require the least amount of supervision from management. In fact, management's job is usually to run interference for them-keep things out of their way. They are clearly focused and on a mission to succeed.

Similar to the top sales reps are top performing companies. The tend to make success look easy. They are focused on an objective that is clearly defined and communicated to everyone, they make sure that the right people are in the right jobs and they too have a clear and direct communication path to their clients. These top performers don't usually buy equipment and technology just to have it or because a competitor bought the same gear last week. The cap-ex decisions they make come from knowing that the added capabilities will help them solve a clients problem. They incorporate client stakeholders in their business decisions and generally do things on purpose. 

Do a quick audit of your activities as compared to the top performers and see where you come out. Continued success.
Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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