Qualities of High Performers

In my first book, Barking Up a Dead Horse, I identify 10 qualities of high performers. These qualities are useful to keep in mind when interviewing new sales candidates, coaching members of the sales team you manage, or seeking to up-level yourself.

Here are five of the 10 to get you started. High performers...

…Focus on process. They have a sales process that they adhere to with great discipline, and they’re not obsessed with outcomes.

…See the world (and marketplace) as abundant. From their POV, opportunities and possibilities abound; the glass is always half full. 

…Are not afraid to ask tough questions. They ask difficult, provocative questions that challenge their prospects yet also demonstrate why they should work together.

…Create an environment of safety and trust. They put prospects at ease so that effective, efficient conversations are possible. 

…Are resilient. They exhibit self-efficacy, bounce back from failure, learn from losses, and power through when things aren't going great.

Of course, there are those who innately possess these traits—keep an eye out for them during the recruitment process! But high performers are also developed; these qualities can be cultivated in salespeople you manage and within you as a leader, too.

Onward.

Tom

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