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1. Worry about what you can control.

Top performers are good at focusing on and worrying about only what they can control. Focuses on activity, on what you're saying, who you're getting in front of. Those are the things that you can control so focus on them and not all of the other stuff. That's the top-performing mindset is just never worried about all the other stuff.

2. Only do things that make you money.

Only do things that make you money. The next time a distraction comes along think to yourself: is this making me money or not? If it's not making you money don't do it and if it is going to make you money do it more and more consistently.

3. Focus on the pipe, not sales.

We can control what our pipeline looks like today. We cannot control what today's sales are, so top performers are outstanding at always adding opportunities into their pipeline.

4. Be willing to lose it all.

I'm willing to lose it all because I know that it doesn't matter; I can always get it back. I can still bring it back, and it takes so much stress out of both my day-to-day life and the interaction that I have with prospects. Be willing to lose it all.

5. Get face-to-face constantly.

The data is evident on that if you can get someone on a Zoom meeting or a WebEx, it's better than a phone call. But you know, what's better than zoom or WebEx is meeting someone face to face eyeball to eyeball, live and in person. Top performers are so much more consistent about getting face-to-face with their prospects. They're spending time on site. They're getting to know these people. They're positioning themselves to become a truly trusted advisor.

6. Understand them better. The best salespeople know their prospects and clients better than anyone else.

7. Leverage relationships.

Leverage your existing relationships to create more relationships. It's unbelievable to me. How many salespeople are willing instead to make cold calls rather than leveraging their current relationships? Because the close rate on a well-set-up introduction is 50 times that of a cold call, leverage your connections.

8. Constantly get feedback

Top performers are so good at consistently making any interaction a two-way dialogue. Bringing people into a conversation and anytime they're talking and let's say they're presenting something even after they offer something they rope the prospect back in to get feedback with a question.

9. Follow a plan.

I had a conversation just the other day with a top performer, and I said, what would you say is the key to being successful in your industry? He said it's all about following a plan and he said all the other reps at this company don't have a plan. They're just doing stuff, and they're throwing things at the wall, and they see what sticks.

What I do is I make sure that I have a plan, and I follow it. When I was first hired here, I put together an entire business plan of how I was going to grow my territory. That's precisely what he's executed on and that idea I see over and over and over again.