Inside the mind of a Top Performer
Open the personal drawer of any top jewelry sales person (if you dare) and there’s no telling what you might find. Open their client book and most likely a bunch of loose papers of every shape, size and color with phone numbers (no names, they forgot to write them down) will fall like snow around your feet.
Based on facilitating and studying thousands of behavioral assessments, we find strong patterns emerge that indicate a superstar performer versus a mediocre performer. At a high level, top sales people are always “people-oriented” as opposed to being “task-oriented.” They typically possess high levels of personal accountability as well as interpersonal skills.
Top sales performers also have common challenges. A review of their behavioral assessment results consistently reveals low scores in three behaviors: Analysis of Data, Organized Workplace, Sense of Urgency. Understand that “organized workplace” is not only physical spaces, but also what happens in the spaces in the brain.
Organize them in patterns
Sales people need a plan to give them guidance organizing their thoughts to create selling opportunities. Creating simple, easy to remember patterns will help blast them to a new level of performance. That’s exactly why I created the ridiculously simple 5-4-3-2-1 plan to organize a self-marketing strategy. It’s really quite simple.
5 Emails Each Day
4 Phone Calls Each Day
3 Podium Reviews Each Week
2 Appointments Each Week
1 Appointment Sale Each Week
Understand that these are minimums. The 5-4-3-2-1 pattern is like stepping stones that lead you to the other side of a rushing creek. Performed consistently , 5-4-3-2-1 leads to 25% -35% sales increases month over month as experienced by our clients.
Clients executing this system are enjoying sales increases in excess of 25 percent. Why? Because the sales team is creating sales as opposed to making sales.
If you are an gempreneur (an entrepreneurial sales person) or a sales manager, use the gift of 5-4-3-2-1 to establish a pattern of success.