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Added for You - Are You Worth Another $100,000 per Year?
In my humble opinion, the term sales manager is extremely misleading yet most companies continue to use this description for one of their most important positions. Let's think for a moment how sales are actually made. Do we as sales people create the sale through our dynamic personalities and outgoing demeanor. Hardly; we make the sale through our continued activity with the cl
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the ext
If you've done much job searching, you may have worked with a recruiter at one time or another. Maybe your experience was terrific and you found the job of your dreams, or maybe the recruiter treated you like a commodity to be shopped to the highest bidder.On March 13 I held a joint teleconference with Joe Centrella of Resource Options Inc., one of the premier recruiting and
Average Total Compensation of Salespeople*
High Level Performers $155,055
Mid-Level Performers $93,499
Low Level Performers $64,990
*Source: Equation Research:
Sales & Marketing Management Magazine, May 2005
About 10% of all salespeople are in the High Level Performers category. However, within that ranking, the Top 1% earn anywhere from 5 to 15 times more than the average of that group.
What accounts for these substantial differences in performance and earning power? What does it take to earn that kind of money?
It's not working longer and harder, nor "working smarter." No one can work 5 times longer and harder than someone who is near the top of the profession, and no one is several times smarter. The Top 1 Percent are different from the rest.
The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do business doesn't even resemble what most people think of as "Selling".
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the exte
We must honor our Founding Fathers of course but lets not over do the fact too much, because we are intelligent people too and we have ultimately some of the most brilliant minds on the Planet. Lets be honest; The Founding Fathers were good but they were Not so Great that we should bow down and not consider our current civilization and where we must go into the future.You se
*Source: Equation Research:
Sales & Marketing Management Magazine, May 2005
About 10% of all salespeople are in the High Level Performers category. However, within that ranking, the Top 1% earn anywhere from 5 to 15 times more than the average of that group.
What accounts for these substantial differences in performance and earning power? What does it take to earn that kind of money?
It's not working longer and harder, nor "working smarter." No one can work 5 times longer and harder than someone who is near the top of the profession, and no one is several times smarter. The Top 1 Percent are different from the rest.
The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do business doesn't even resemble what most people think of as "Selling".
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the ext
police seizures:Most every state, as well as the U.S. federal government, have police seizures laws that empower a law enforcement agency to seize property that was either used in the commission of a crime, or was purchased with money that was received through the commission of a crime.Police seizures laws are generally used against drug dealers and organized crime me
It's not working longer and harder, nor "working smarter." No one can work 5 times longer and harder than someone who is near the top of the profession, and no one is several times smarter. The Top 1 Percent are different from the rest.
The Top 1% utilize a different sales process that is radically different from the sales techniques that the other 99% use. The way they do business doesn't even resemble what most people think of as "Selling".
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the ext
There's an old joke about the New York City blackout. Power was out everywhere, and the electric company couldn't figure out what was wrong or how to fix it. Finally, they decided that the only one who could solve the problem was a long-retired worker who knew the system inside and out. He came out to the power plant, looked around, picked up a hammer and tapped one of the generato
The methods of the Top 1% are not a closely guarded "secret". Our book, "High Probability Selling," describes how the Top 1 % do business. It's been on the market since 1993, and 100,000 copies have been sold, presumably to salespeople and sales managers.
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the ext
The effective manager is that person who has mastered the art of delegation and empowerment. Delegation is not to be confused with dumping work on other people with a disregard for overloading them - leading to de-motivation. True delegation means giving responsibility to others - with the resources and the training to do the job.SHARE INFORMATIONWhen it comes to dele
Why haven't most sales pros "gotten it" yet?
David Wolfe, an expert marketing consultant in Reston, VA., offers this explanation: "Our brains evolved to resist change, in the interest of giving us stabilized connections to the external world. To do this, we simply block out information that conflicts with past experiences and beliefs. Psychologists call this behavior "denial."
Paraphrasing more of David Wolfe's writing: Most intelligent salespeople recognize the conflict between their beliefs and the new sales realities. They resolve these conflicts with confabulations about why they must stick with the "tried and true." The instinctive, subconscious part of their brains tell them that they have survived by utilizing the old methods - and survival is the most powerful human instinct.
Philadelphia psychotherapist Dr. Wayne Diamond, who works with a large number of salespeople, has observed this resistance to changing sales beliefs in his practice. He describes it as "fear-based denial." Dr. Diamond notes that most salespeople are in such deep denial that they even deny that they experience any fear. They use words like "uncomfortable," "uneasy," "awkward" and "anxious," which are all euphemisms for fear.
The cost of all this avoidance, fear, and denial among salespeople is well over a $100,000 a year in lost income.
Can you find the courage to face and overcome your fears? If you don't overcome your aversion to change, how are you going to improve your earning power? What will it take? If you're not ready now, will you ever be ready?
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