Every year a couple of sales reps blow away the numbers -- and they tend to do it year after year. What do they do that makes them so different? Why does the quota leader board jump from 106 percent to 230 percent, with no one in between? How do they make it look so easy? Why are they the ones who seem start their own businesses? What is a Breakawy? I got some thoughts on these questions.
Breakaway Performers have an edge over everyone else. They are so far out front that you can't see anyone behind them.They have something inside of them that burns, that generates tremendous drive and a desire to be the best. Many times this drive can be traced to an event or circumstance in their life that changed them, forever. How do I know this? I’ve talked to hundreds of them. The stories are all the same.
Somewhere in the past they faced overwhelming challenges or severe adversity. Most of them learned how to work hard at a young age to escape being broke. They were always competitive, whether in sports or shooting pool or playing cards, it didn’t matter. This powerful drive seems to have three origins: fear of failure, a need to prove something, and anger. That’s why the top achievers always shoot for two hundred percent -- fear of failure. Then if they miss, they’re still at one hundred fifty percent. Perhaps they had a disapproving father or a coach who didn’t believe in them, or maybe they were abandoned, either physically or emotionally, so they have something to prove. Or they have anger. Of course, exceptions do exist. Not every high achiever has faced adversity or lost a parent or was shown disapproval in some way. But they are rare. I love hanging out with Breakaways. They inspire me.
Be a Breakaway!
Talk to ya soon.
Mike Kerrison
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