While great sales people may be more difficult to manage, the true superstars will do the same but be consistent. Too often a great sales person will break the rules and become the “office hot shot”, but the real superstars find a way to take care of the client (and maybe break PROCEDURE to do so), but they don’t make it hard for the ownership.

When great sales people break the rules, it means the next person that does good will also want to stretch the rules, eventually every top producer will stretch until the whole system is flawed. This fractures management and creates animosity and favoritism.

Be great, and find a way to do it within the rules, then you’ll be a superstar

Have you ever noticed that because of this, great sales people often don’t seem like they are selling? They instead uncover the customer’s true needs with good questions – and then it’s obvious that their product or service is the solution to those needs.

And I’m not saying this cynically, because I think that great sales people really do see their product serving the customer, sales being the result of that service.

OUCH!!! But who do they marry? VERY GOOD read. Inspiring. I need to remember to turn down the I-phone…