Sales Coaching To Understand What The Top Producers Know

You're stuck being average but you want to be a top producer. Even though you do what you're supposed to be do according to industry experts it isn't working for you in a way that will get you to the top. You don't know what you don't know and you're frustrated and exhausted. If you keep doing what you've been doing you'll stay stuck and frustrated. The success you have now can be the very thing that stifles future growth because the very things that got you where you are will keep you trapped at your current level.

You aren't where you want to be, but you're comfortable enough to have grown complacent. That puts you smack dab in the danger zone. You don't know what you don't know, and you aren't aggressively seeking the knowledge and skills you need to take you to the next level.

Top producers understand that if you aren't moving forward you're moving backward. Once you start that backward slide it's ten times harder to regain momentum than it is to keep momentum going. You may be surprised to learn that top producers spend a great deal of time focusing on improving the fundamentals of sales and marketing. You may be even more surprised to learn that top producers don't do the things that industry experts tell them to do, and they don't do those things for very good reason. The best of the best don't cold call either face-to-face or via the phone, they don't use canned marketing communications, and they never waste their time networking where the scavengers network. They didn't become the best of the best because anyone handed them any breaks. They got there by learning from people outside their industry.

You may wonder why they would turn to people outside the industry for help when they could tap into the top producers in their industry. The answers are obvious: the best doers aren't necessarily the best coaches and mentors, the best aren't likely to want to share their secrets and have you directly competing with them, and even if you tried to clone them it wouldn't necessarily work for you because you aren't the same people.

You'll never reach the top if you try to be a copy cat version of someone else. Yes, there are sales systems you need to understand and follow. But the whole purpose of a sales system is to keep you focused on the prospect so you can help them to buy.

And that brings me to perhaps the most important thing a top producer understands. A top producer understands that if you want to sell you have to stop selling, and learn how to help people buy. It takes work on the upfront to learn how to do that, but top producers are never afraid to work on things that have a high pay-off rather than spinning their wheels on a bunch of activities that produce nothing. And isn't that what you're doing now?

About the Author

About the author: Cheryl Clausen can help you get unstuck. Find out how how your Sales Skills measure up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, check this out. Click here for other unique 'insurance sales' articles.

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