I. Competing Against Whom?

A Top 1% rep no longer competes against other reps, nor to beat some previous sales records. At this level they have no doubt done so already. They have pondered what to focus on next. Selling more than some other rep doesn’t make the Top 1% rep a penny more, and whatever ego boost could be derived is short-lived and unsatisfying.

Focusing on what others have done or are doing can only distract her from her tasks and goals. Every minute spent worrying about others is a minute wasted. Worse than the time lost, is the emotional and spiritual energy depleted feeling fear, jealousy, resentment, anger, pride or the host of other negative emotional states, none of which gets her 1 inch closer to her vision and goal.

The Top 1% rep competes only against herself. The goal is not mere money, or a promotion, or awards. It becomes life mastery. The amazing joy that comes from pushing your limits, overcoming seemingly insurmountable obstacles, facing down fears, and pure hard work. It parallels the emotions of a professional athlete. This focused determination can be gained in many pursuits. The Top 1% rep, knowing the large quantity of time dedicated to the job, decides consciously to apply these life skills to the job, or perhaps gained these life skills from the job in the first place.

II. Left or Right?

Some reps are analytical. Detail oriented. Organized and systematic. Their tooth brush, toothpaste, and other personal items are fastidiously laid out so that they can place their hand on any desired item without the benefit of a light at night.

You can create elaborate step-by-step calls. Keep meticulous notes on each call. Run spreadsheet analysis of previous months knowing close ratios to the hundredth of a percent. You can run forecasts and measure performance against goals.

This is left brain thinking. Not good or bad.

Alternatively you may keep minimal, sloppy, or no records beyond little post-its stuck on your computer, walls, or car dashboard. Your preparation consists of rolling out of bed when you feel like it and working only when you are in the mood. When inspired. You follow a process but it is in your head. It works and you have mastered it. You seem disorganized on the surface but inside you are like a cruise missile homing in on a target from a 100 miles away and hitting it within an inch of perfect.

This is right brain, intuitive thinking. Not good or bad.

It just is.

There is more gray in the world than pure black or pure white. You may relate to both of the above to a certain extent. That is good. You will gain more insight into yourself so you can function consciously and not as an automaton.