New Study Examines the Common Success Factors of Top Sales Producers

Houston, TX, June 04, 2007 --(PR.com)-- 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.

###