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Why the top 20% of salespeople bring in 80% of the results (and how you can get yourself into that elite group) with Tony Cole
Tony Cole joins me on this episode of the Upgraded Salesman Show to explain why 20% of the sales people within a company always bring in more than 80% of the revenue and how you can get yourself into that top 20%.
The 80/20 of sales performance
Tony starts by explaining that the top 20% of sale reps tend to remain at the top year in year out and there are a common set of traits he sees within them when he is doing sales training and consulting.
“The top 20% don’t have thing we call a need for approval”
We dive into some of the common traits that separate the pros from the rest and then I ask if these traits of the super sales rep are something people are born with or if they can be learnt over time. Then we look at millennial specifically and why there seems to be a lot more moaning from younger reps than perhaps the older ones.
Sales process vs belief
We wrap up the show by looking how much of the probability of being in the top 20% comes from mindset and belief vs having strict sales process and technical selling skill.
“Those people in the top 20%, follow a sales process”
It should be no surprise that the top salespeople in any company have a strict sales process in place, even if it isn’t perfect, they all have a base to work from.
Guest info:
Anthony Cole was born and raised in the blueberry capital of the world, Hammonton, New Jersey and is the founder of Anthony Cole Training Group. Simply put – they have one goal – to help people and organizations be the absolute best they can be. Help them realize their greatest potential so that they can experience and have the life of abundance promised in John 10:10.
Listen on your mobile device:
Show notes:
AnthonyColeTraining.com
FREE Sales eBooks from Tony
Tony mentioned this podcast when he suggested that Steve Jobs was the greatest salesman of all time:
Books mentioned:
The 21st Century Agent – Audio Book
Awaken the Giant within: How to Take Immediate Control of Your Mental, Emotional, Physical and Financial Life
Why is Selling So #%&@ Hard?!? – Free eBook
Resurrecting Anthony: A True Story of Courage and Destination
View all episodes
By Salesman.orgTony Cole joins me on this episode of the Upgraded Salesman Show to explain why 20% of the sales people within a company always bring in more than 80% of the revenue and how you can get yourself into that top 20%.
The 80/20 of sales performance
Tony starts by explaining that the top 20% of sale reps tend to remain at the top year in year out and there are a common set of traits he sees within them when he is doing sales training and consulting.
“The top 20% don’t have thing we call a need for approval”
We dive into some of the common traits that separate the pros from the rest and then I ask if these traits of the super sales rep are something people are born with or if they can be learnt over time. Then we look at millennial specifically and why there seems to be a lot more moaning from younger reps than perhaps the older ones.
Sales process vs belief
We wrap up the show by looking how much of the probability of being in the top 20% comes from mindset and belief vs having strict sales process and technical selling skill.
“Those people in the top 20%, follow a sales process”
It should be no surprise that the top salespeople in any company have a strict sales process in place, even if it isn’t perfect, they all have a base to work from.
Guest info:
Anthony Cole was born and raised in the blueberry capital of the world, Hammonton, New Jersey and is the founder of Anthony Cole Training Group. Simply put – they have one goal – to help people and organizations be the absolute best they can be. Help them realize their greatest potential so that they can experience and have the life of abundance promised in John 10:10.
Listen on your mobile device:
Show notes:
AnthonyColeTraining.com
FREE Sales eBooks from Tony
Tony mentioned this podcast when he suggested that Steve Jobs was the greatest salesman of all time:
Books mentioned:
The 21st Century Agent – Audio Book
Awaken the Giant within: How to Take Immediate Control of Your Mental, Emotional, Physical and Financial Life
Why is Selling So #%&@ Hard?!? – Free eBook
Resurrecting Anthony: A True Story of Courage and Destination