What Your Top 20% Are Doing (That Everyone Else Is Missing)

We spend a lot of time in sales trying to learn new strategies…
new scripts… new ideas…

But sometimes the answer is much simpler.

Look at your top 20%.

They’re working with the same products.
Same pricing.
Same clients walking through the door.

So why are they producing more?

Instead of guessing, I like to ask them.

Not in a formal meeting. Just a real conversation to understand how they think and what they actually do every day.

Here are four questions I ask my top salespeople:

1. What are you doing every day that keeps your clients coming back to you?

This is where you start to see the difference.

Top performers don’t wait for the client to reach out.
They stay in front of them. They follow up. They guide them.

They make themselves valuable not just available.

2. When you look at your current client list, how are you finding new opportunities within the clients you already have?

Most people are always looking for new clients.

But your best opportunities are usually already in your world.

Top salespeople revisit quotes.
They check on projects.
They ask better questions.

They don’t wait… they look.

3. After you send a quote, what are you doing that actually helps you get the order?

Sending the quote is not the job.

What happens after is what makes the difference.

Top performers don’t just “check in.”
They add value.
They bring ideas.
They stay involved in the decision.

4. How do you decide where to spend your time so you’re focusing on the right clients each day?

Not all clients are equal.

Top performers are very intentional with their time.

They know who needs attention now.
Who has potential.
And who is ready to move forward.

They don’t just stay busy… they stay focused.

Final thought

If you feel stuck in sales, don’t overcomplicate it.

Look around.

Your top 20% are already showing you what works.

Ask them. Learn from them.
Then go back to the basics and do them better.