Study the top producers in any sales area and they will have many things in common. They will be self driven and motivated. They will have good people skills and be comfortable working with people in a one to one situation. They will be highly organized. But there is one skill that goes unnoticed. If you look closer you will see that top producers are excellent at dissecting their job and performing important functions on a regular basis.

A top sales producer realizes that in order to have sales coming in, they have to always be generating leads and performing follow up. There is no way around this truth. Many inexperienced sales representatives work so hard at lead generation when they first begin, but then once they get a few clients they stop. Then when the commissions stop coming in, they scramble to try to get more leads. They are always chasing their tail and they are never consistent producers.

Top producers understand that obtaining and maintaining sales is a process. It requires diligence, planning and organization. The top producer is generating leads every day or at least every other day. They understand that they need to have continual sales in order to have a steady income. They realize that there will be attrition so they need to be constantly vigilant adding and maintaining customers.

A top producer also realizes how important it is to qualify their leads. An appointment is simple an exercise in futility if the appointment will never end in a sale. You would not try to sell a pesticide to an organic farmer. I like to call this practice sales. Top producers do not need practice. They do not waste their time or the time of others.

Monitoring customer activity is also something that the top sales representatives take advantage of. They will analysis customer sales and make sure they plan follow up based on order history. If a customer usually places a large order in July, follow up with them in June. By monitoring your sales, you can better retain your current database. Retaining a customer is a great way to build residual income.

Top producers understand that they must perform all aspects of the selling process on a continual basis. They have found the formula for success and since they are continually performing all aspects of the selling process they are continually earning.