If, just for fun, you read the Bureau of Labor Statistics’ Occupational Outlook Handbook, you will notice there is a bell curve of earnings for most jobs. Sales is no different. The top 5 percent to 10 percent in a given field often earn almost twice as much as the median income. Within each company, a similar distribution is often evident among the earnings of salespeople, especially when compensation structures are heavily commission-based.
Here are a few observations from my years of sales recruiting on what to do if you want to be in the upper echelon of earnings:
- Refuse to Lose: Top sales reps compete hard for every deal, no matter how small. One sales manager told me that the top rep in the country one year was “picking up nickles and dimes.” This rep ended up breaking the record for the most revenue ever sold in a single year.
- Maximize Resources: They are in regular contact with various people at all levels of their own company — marketing, customer service, technical support, sales support, finance, other sales representatives, their manager and senior management. They ask for help and input, discuss deals and are always learning more. They never assume they know it all, even after years of experience. They constantly seek to improve their product knowledge and willingly offer assistance to others.
- Discipline: They are consistent in their efforts, five days a week, 50+ weeks a year. Friday afternoon at 4:30 p.m., when others are coasting and winding up for the week, they are still working as intensely as any Tuesday morning. They spend their days in front of customers and use evening hours to complete paperwork and prepare for the next day.
- Written Goals: They set goals of what they want to achieve financially and why. They know exactly what it is going to take on a day-by-day and week-by-week basis to achieve their goals: How many calls and appointments it will take, depending on their closing ratio. They analyze their territory to know where it makes sense to spend their time. They know their numbers backwards and forwards. They plan their work and work their plan.
- Longevity: Success is a marathon, not a sprint, especially when it comes to complex, technical, consultative sales. Although driven, top reps do not expect too much too soon, but know that doing the right things consistently will pay off in the long run. They know that making it in medical sales is not like winning the lottery. They are in it for the long haul and outlast their competition. They demonstrate emotional control, not getting too discouraged by any disappointment, and likewise not so excited about any triumph that they ease up for even a minute.
Lisa McCallister specializes in recruiting for medical device sales and marketing positions with an operating room focus, such as orthopedics, electrosurgery, endoscopy and a wide range of surgical specialties. She has recruited two Rookie of the Year award winners. Connect with her on LinkedIn or check out her blog, MyJobScope.com.
