What does a salesperson really need to know/do to be a top producer? First you need to think strategically. Rarely do I see companies, executives or salespeople working strategically. Once you have a strategy everything else you do becomes more effective by a factor of 10! Next you need to put in activity that supports the strategy. That means focusing your sales and marketing efforts on your ideal client profiles that includes a powerful way to earn trust/credibility and get in the door. Next you need a sales process to quickly qualify/disqualify, the skills and knowledge to execute that process and the mindset/beliefs that support your efforts. The last part is the drive and desire to make things happen. Later on I will dedicate a post to each of the subjects but for now that is the big picture.