Houston, TX, June 04, 2007 -- A new study
by leading sales trainer and consultant, Paul McCord, President
of the Houston, Texas based training and consulting firm,
McCord and Associates, examines the characteristics 47 million
dollars a year income sales mega-producers have in common
that have helped them create their phenomenal sales businesses.
Published in e-book format, the study titled “The
Mega-Producers: Characteristics of the Sales Superstars,”
is based on McCord’s interviews of 47 of the top
salespeople across the US and Canada who earn at least
a million dollars per year. They include both business-to-consumer
and business-to-business industries and represent a great
many products and services such as real estate, mortgage,
financial services, high tech, entertainment and many
others.
“These men and women are some of the most successful
salespeople in the world,” McCord said. “They
come from a variety of industries and backgrounds. Nevertheless,
they all have certain things in common that have contributed
to their massive success. The original interviews with
these men and women were conducted for my book, Creating
a Million Dollar a Year Sales Income: Sales Success through
Client Referrals (Wiley and Sons, 2007), which relates
the techniques and strategies these top producers use
to generate their huge volume of high quality referrals
from clients and prospects. But my interviews with these
men and women covered much more than simply how they generate
referrals, it covered their business process and backgrounds
in detail.”
The e-book discusses not only what these top producers
have in common, it also analyzes the characteristics often
thought to influence success that they don’t have
in common. “I think it is just as instructive to
understand what are not primary factors in their success
as what are common factors,” McCord added. “There
is no common denominator in factors such as location,
education, many personality traits and other characteristics
that are sometimes attributed to top producer’s
performance. Rather we found characteristics such as discipline,
time management, belief in one’s ability to succeed,
use of sophisticated marketing methods, a serious commitment
to personal training, having a flexible business model
and other factors to be their common ground.”
According to McCord, “this isn’t a formal,
academic study by any means. This is simply an analysis
of the business practices and personal qualities of these
producers based on my interviews with them. In addition,
I’m not aware of any other study of the common factors
of success of salespeople who have all reached this level
of success. Compared to the typical study, I would think
we have a fairly large sample in terms of percentage.
I have no idea how many million dollars a year income
producers there are in the US and Canada, certainly hundreds,
probably thousands, but even if the number is as high
a 5,000, our sampling would be almost one tenth of a percent
of the total—a good size sample.”
The book, The Mega-Producers: Characteristics of the
Sales Superstars, is available at the both the McCord
and Associates website and the company’s website
for individual salespeople, Power Referral Selling.
SOURCE:
McCord and Associates
