They are consistently in the top half of your sales performance indication list for revenue production. They have the ability to give great sales presentations, the ability to sell when others aren’t, and the ability to manage their time effectively. But one thing that often gets overlooked is that the very best salespeople in the world are also a kind of corporate Special Forces. They are Commandos in the war against mediocrity. They are fierce competitors, always on guard against anything that would jeopardize the business that they have earned and most of all, the voice of the customer to their own organization.
Managing top performers is not always an easy task. A balance needs to be struck between challenging them to be the best they can be and leaving them alone so they do not feel micromanaged. Anyone who has managed, been managed by or is a top sales performer can attest to the many personality quirks that come along with elite performers. However, a common thread among the best of the best is that they have little tolerance for anything that could tarnish their reputation. To that end, when the company they represent drops the ball, they are the squeakiest wheel. Any company would do well to listen attentively to their top performers and to adjust their operations accordingly.