Happy customers are the lifeblood of every company. Employees who can create those happy customers are worth their weight in gold. Companies often refer to these special employees as “Top Performers.” Top performers consistently demonstrate the ability to turn opportunity into success. Here’s a peek at the five common characteristics of top performers.
Top Performers are Customer Centered
Top performers develop the ability to look at things from the customer’s point of view. They try to walk in the customer’s shoes to get a feel for their needs, wants, preferences, buying cycles and agendas. They have a genuine desire to understand each customer as an individual as well as an integral part of the company they represent. Another important focus for the top performer is identifying both the present objectives and long term goals of the customer. To do this they also keep up-to-date with industry trends.
Top Performers Don’t Assume
People who excel at sales never assume that they have been given rights to a sale. They believe that every transaction must be earned and that with every encounter they must earn the customer’s respect, trust and loyalty. They work hard with every negotiation to pace the progress of the deal to suit their client and avoid the temptation to push ahead before the customer is ready. Most important of all, the top performer understands that the quality of the service given, combined with appropriate follow up, is what earns him or her the right for subsequent business.
Top Performers are Involved
Top performers have evolved a long way from the “give them a pitch” mentality, and view their customers as valuable contributors to the sales transaction. Rather than a one-sided presentation, they view their interaction with the customer as a conversation. Customers are encouraged to offer opinions and suggestions and top performers listen and learn. The end result of this two-way communication is a customer who feels he has purchased what he needs, not what he has been told to buy.
Top Performers Use Resources
Top performers understand and accept that they cannot be a one-man show and still be successful. They make good use of all resources both technical and personal that are at their disposal. Though outsourcing some tasks may be necessary, top performers still remain as the key contact to the customer and often served as team leaders within their organization.
Top Performers Think Long Term
Top performers see every customer as a long term asset and work to cultivate the relationship accordingly. Gone are the days of simply delivering a sales pitch and then disappearing from sight. A top performer wants to be in it for the long haul, even if sometimes it means investing more time in the client and possibly losing out on some short term opportunities. The top performer always puts the needs and best interests of the customer first.
Is your business a “top performer” for your clients? Share your comments below and feel free to send this article to your friends and colleagues.



