Andrea Rush is the top sales consultant at Paychex, where she has been among the top one percent of performers over the past eight years and was the top outright sellers in their organization this past fiscal year. A true force ever since she first arrived at Paychex, Andrea was even named ‘Rookie of the Year’ following her first year’s performance. Paychex is an organization that supports businesses and HR professionals by providing integrated human capital management solutions for payroll, benefits, insurance and other human resources services. Andrea is a tenacious, persistent and talented sales representative who prides herself on her consistency and follow-through.
In this episode, Andrea talks about the genesis of her sales story, her own personal development, and her mindset as a top performer. She goes into heavy detail while expounding on her sales results, including her Inner Circle of Excellence (ICE) number, a threshold that identifies the top one percent of sales performers in her organization. Andrea identifies the top three things that she attributes to her success. These include always having a sense of urgency, a detailed follow-up process, and honoring her word and her integrity. Andrea also places tremendous value on accountability, which is evident by the mantra she lives her life by: ‘What you put in is what you get out.’ Andrea is an extremely detail-oriented and hardworking salesperson who prides herself on the ability to deliver at any and all levels.
Andrea walks the audience through two of her favorite sales stories. One in which she was told she was ‘too pushy,’ got hung up on, was invited to a lunch where she was subsequently insulted, and still managed to close the deal with her grit and resilience. Andrea also takes listeners through a typical day in the life, from waking up a couple hours early to get all non-revenue driving tasks complete, to setting meetings and sending out follow up emails. Andrea speaks to her sales prospecting and goal-setting processes as well as the importance of maintaining a positive mindset. Finally, Andrea issues an actionable challenge to the audience. She encourages them to wake up earlier than they normally would in order to capitalize on the extra time to get more done and be more productive. She also urges sales professionals to reach out to top performers within their organizations and ask to shadow them to learn from their successes.
What We Covered:
00:23 – Scott takes a moment to thank today’s sponsor, the 2020 Sales Success Summit
00:33 – Scott Ingram welcomes today’s guest, Andrea Rush
00:49 – The top three things Andrea attributes to her sales success
01:00 – Number 1: Urgency
02:18 – Number 2: Follow up
03:08 – Number 3: Honoring her word and integrity
03:28 – Andrea’s role at Paychecks
03:59 – Scott takes a moment to promote the 2020 Sales Success Summit
05:02 – Andrea quantifies her sales results
07:52 – The mindset of a top performer
09:30 – Personal and professional development
13:24 – The genesis of Andrea’s sales journey
16:32 – What Andrea would do differently if given the opportunity
17:12 – Andrea’s favorite sales story
19:40 – Andrea’s proudest accomplishment
21:55 – Biggest challenges and obstacles Andrea has had to overcome
23:54 – Andrea describes a typical day in the life
27:07 – How Andrea structures her prospecting
29:08 – Other habits and routines that are critical to Andrea’s success
30:25 – Andrea opens up about her experience attending the Landmark Forum
35:07 – Tools and apps that Andrea uses on a daily basis
36:57 – Andrea’s specific sales philosophy
37:12 – Maintaining a positive mindset
38:35 – Andrea’s goal-setting process
40:28 – Andrea’s sales style
41:05 – One of Andrea’s beliefs that the average salesperson thinks is crazy
41:41 – The most important decision Andrea ever had to make in her sales career
44:26 – Advice Andrea would give to an upstart salesperson
46:32 – Andrea expounds on the importance of reaching out and networking with top sales performers
49:18 – Insights Andrea looks to learn when she asks to ride along with a top sales performer
51:05 – Andrea’s actionable challenge to the audience
Read the full transcript & show notes →
Tweetables:
“I’ve been trying to be number one at everything in life. My job is just where I’ve really excelled at that.” (08:02)
“I always ask myself this saying that I have, ‘Is this making me money?’ And, if it’s during the day and it’s not, I just stop because I got sidetracked.” (26:06)
“I really believe if you vision it, you believe it, you can achieve it. And that’s it. What you put in is what you get out. That’s always been my mantra. And what you believe you can achieve – you can make it a reality. You just have to do the work.” (36:17)
“If you want to be a ninja, you’ve got to surround yourself with ninjas.” (45:48)
Links Mentioned:
[email protected]
2019 Sales Success Summit Videos
2020 Sales Success Summit
Andrea Rush on LinkedIn
Landmark Forum Website