top performing salespeople

You’ll regularly find me writing about the science – the data – that differentiates top sales performers from the bottom.  But today, I’ll move into the world from which everyone else in this space operates – anecdotal evidence and opinions. 

I will cite two sources for this article:

The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments;
The tens of thousands of salespeople, sales managers and sales leaders that I have personally trained.

In both groups of people I have noticed a few things that are common to the tops and not so much the bottoms and I’m certain that if you paid attention, you would recognize some of the same patterns in your organization.