Welcome to the Top 5%


What common threads do the top 5% of salespeople share? Follow TOP 5 on ESA’s Catalyst, a series of posts on the top performers of today. We’ll be sharing a collection of insights, best-practices, books and other tools that can put you squarely in the 5. Right where you want to be.

What makes a “Top 5 Performer”? What traits do they possess? What best practices and common threads do they share?

In media sales, the top 5% of performers, the stars of the industry, earn more than the lion’s share of the revenue. That shouldn’t surprise any of us. It may stun a few when they realize just how lopsided the distribution can get.

So, why is this happening? More importantly, how do they — the Top 5’ers — get there? What are the things that place one person in the Top 5, while another might remain in the pack?

Over the next several weeks, we’ll be sharing these Top 5 Threads right here.

We’ll be interviewing industry leaders, sharing tactics, and giving you an unfair advantage over the other 95%.

ESA’s Top 5 Series kicks off next week with a discussion with our friends from Caliper, Herb Greenberg and Patrick Sweeney. Herb and Pat are best-selling authors and ROI speakers. The Caliper Corporation has provided accurate guidance for millions of people around the globe, so we may be sandbagging a bit when we say their insights tend to be spot-on.

Visit the Catalyst for your Top 5 insights. Or follow ESA on Twitter or Facebook and we’ll keep you in the loop.

And welcome to the Top 5.


Dave Eckstein, ESA & Company | Real. Local. Results: 2012Dave Eckstein is a Partner in the firm ESA & Company. He specializes in highly profitable market share growth for local businesses and gets a kick out of demonstrating a declining cost of customer acquisition. He plays baseball, but isn't that Dave Eckstein.

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