Issue link: http://psai.uberflip.com/i/994700
W EEKLY EDITION JUNE 20, 20 18 Survey of Sales Staff Reveals Rapid Change …continued By Karleen Kos, PSAI Executive Director On the one hand , top performers are really busy, so they're not surfing the web, but they're also really busy because they're just driving to meetings. They're physically going to meetings. On the other hand, non - top performers are wasting a lot more time just surfing t he internet, and at the same time they're not going to as many meetings. So, they don't even have the opportunity to complain about having to drive to meetings. It's a profound distinction. Become one of those salespeople who complains that you have to s pend too much time driving to meetings. Because if you're spending too much time driving to meetings, that means you're going to meetings — and thus you're being successful. Sales Statistics #18: Top performers know they're experts. Around 51% of top sale s performers report being seen as "an expert in their field" while only 37% of non - top performers see themselves as experts. What's more, top performers were less likely to be seen as vendors (8% of top performers vs. 24% of non - top performers) or even as salespeople (7% of top performers vs. 20% of non - top performers). This is such an important distinction. Top performers overwhelmingly reported seeing themselves as experts, and understanding that they are seen as experts by their prospects. One of the bi ggest steps you and your team can take to be more successful is to make sure you're not being seen as a vendor. Remember, only 8% of top performers said that they were seen as a vendor while 24% of non - top performers said that they were seen as a vendor. The other thing to think about is just the word "salesperson." Just the word itself can connote a negative mindset. Top performers are seeing themselves as — and ensuring that they are seen by their prospects as — the experts. So, there you have it. These ar e the most relevant statistics from a huge survey of sales professionals. We know your company is unique, though at least some of the findings should provoke discussions around your office. Here's to your sales success! P AGE 8