According to study, top performers in any field have the same factors that explain for their success. The researched revealed that people become top performers because:

• They were made aware of the performance standards at the beginning of their careers.
• They know at all times how they are performing compared to what is expected of them.
• They are equipped with knowledge on how to handle obstacles they encounter in their career.
• They have mastered the fundamentals of salesmanship
• They see meaningful rewards for good performance based on standards expected from them.

What should be done to develop an average sales person to becoming top performer? The first thing to do is to identify the average performing sales people who do not have any derogatory record. Then, take the following procedures.

• Observe what the sales person does. It must be done discreetly in order not to alarm the person being observed. Make joint calls to determine the work pattern which could be the cause for being an average performer.
• Counteract observed performance. This procedure requires serious thoughts coupled with observations by answering the following questions:
• What should the sales person start doing? These are the specific behaviors or actions the sales person needs to start doing.
• What should the sales person stop doing? These refer to the behavior the sales person should stop doing like talking politics, apologizing for prices or making false promises.
• What should the sales person do differently?
• What difference will it make if the sales person does?

Be reminded though that, unless the items on the performance diagnosis will produce result, it will be best to skip them.

• Performance evaluation. There are ways in finding out the missing factor that produces mediocre performance by an average performer- by logic and investigating. Pure logic will work provided all facts are available. Otherwise, investigate the problem with the sales person by working through each success factor until the cause of the problem is determined.

The best way to motivate a salesperson for becoming a top performer is to present a list of start, stop and changes and then ask: What is it for you if you do this, and what’s in it for you if you don’t?”

The whole process will determine what is inside the average salesperson’s head that will be the basis of finding out what to do next.

As observed, there are many average sales people because their managers accept their level of performance when it should not. The making of top performing sales person begins with conviction that all people can be top performers.

Related posts:

1. How to be a Top Sales Performer
2. Comparing the Average Sales Person Against the Creative Sales Person
3. Sales Management Techniques
4. How to Unlock Sales Power
5. Making Your Personality Work for You