The True Secret To Being The Top Salesperson (for me)

Yesterday as the sun was sitting I was walking down the road on the curving enchanting road smelling the forest, hearing the evening nocturnal startup — the bound then dead stop of a coyote, the picky foot dance of deer, rustle of raccoons. On my ranch, in the forest I own, on the road I built.

You see, I spent 41 years in line sales working for a Fortune 10 company. I hit my quota every year, went to the most elite (top 1% to 3%) of sales eight time, attending these “award recognitions” spread roughly equally across all 41 years … with first top 1% coming in year 5 and the last top result in my 41st, last, year. I never really cared significantly for the recognition.

I made over $200,000 every year each of the last 20 years. As I walked through the woods I realized it would be an honest thing to share the values and attitude that saw me through 41 successful years and the status as a multi-millionaire.

First, I lived modestly and drove a regular car. I never throughly read the compensation plan, I skimmed it to see what was the push from my company. I skimmed with even briefer consideration the short term incentive kickers. I never set as my goal to be a top “producer”.

What I did do was truly invest myself in my customer’s business. I read all the reports about them I could. I asked everyone from the entry level worker to CEO, with equal attention, about their concerns and goals. I worked to show my sincerity and devoted myself to ethical honest transparent behavior. I took on “grunt” work and gave my cell phone number to all, answered the call, and worked the reason for the call to the ground. I learned from customers. I listened to them and brought them solutions when I could clearly explain how it tied back to their own statements of focus, concerns and goals.

What I did do was work to be a good teammate to my fellow employees. Not just my peers — but suppliers, techs, service representatives and product managers. I honored them as important people to whom I should listen and challenge and support respectfully. I helped fellow sales people and wanted success for them as much or more as myself. I read about and knew my own product and services. I studied the industry I was in and pushed the envelope on trends and futures.

I was never perfect at any of this and I know it sounds quaint and trite. A walk in the woods will do that, render a desire to tell the truth. Done, check.