Are You the Best…or do you just Act the Part?

I thought it fitting that my first article with the site redesign take me back to some humble roots and look to what has made me what I have become in the short 3 years since I started down the path to becoming a Sales Professional.  Let me know what you think of the new logo and the overall color scheme here and across all my social channels!

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I added a few more connectors to the side bar (not sure what I am going to use my Tumblr Account for yet).

 

I have made some changes to my posting schedule but that should become fairly obvious over the next couple of weeks.  Taking yesterday off to rebuild the look and feel of the site was liberating but still quite frustrating at the same time.  I did however make some time to catch up on some reading this weekend and as part of this new found energy a couple of multi-part posts will come out  of this foray…I hope you will enjoy it.

 

As for Monday’s…this will remain a day for all my Sales Professional Brothers and Sisters out there as a day of introspective reflection and preparation for the coming week of dealing with our wonderful customers (everyone else out there!).

 

I read an article on the weekend that looked to profiling Top Sales Professionals and I found it quite interesting so I thought I would share my spin on it but for the full article go to Venture Accelerator Parters they in turn took the information from the Harvard Business Review by Steve W. Martin.

 

There was some fairly serious research that went behind this development of identifying key Personality Traits of Top Sales People and you may be surprised by what the top 7 were:

 

1. Modesty.  The conventional stereotype of a top performer (especially in Sales) is that they are all Raw Raw Sis Boom Bah types and tend to border on pushy and over bearing but in reality the study showed that 91 percent of top salespeople have high scores in modesty and humility…hmm…guess no more Peacock Struts for me.

 

2. Conscientiousness.   85 percent had high levels of conscientiousness and thereby reflect that those that reach the top take their job seriously and feel deeply responsible for results (both good and bad).

 

3. Achievement Orientation.   This actually does make a lot of sense with monthly, quarterly and annual bonuses on the line, Achievements mean a lot to most sales professionals and the survey shows that 84 percent are fixated on their personal and professional goals and are always looking to how they measure up.

 

4. Curiosity.   The hunger for knowledge and just plain knowing more than the competition (both internal and external) is what keeps 82 percent of the top performers motivated.  Self improvement and competitive advantage not only help you understand your clients better but they also help you understand what lesser performers are not doing.

 

5. Lack of Gregariousness.   One would think that the ability of a person to prefer to be with people and generally be friendly and this is an area that the Top Performers actually scored substantially lower than their Average Performing counterparts.

 

6. Lack of Discouragement.  Less than 10 percent of Top Performers stated that they were frequently overwhelmed with sadness.  This points to the understanding that negative energy can bring down a Top Performer quickly and might just go a long way to explain the Trait # 5.

 

7. Lack of Self-Consciousness.  When we look at this trait, it really is about how easily it is for someone to become embarrassed.  Less  than 5 percent of Top Performers scored high in this.  Remember that the byproduct of a high level of self-consciousness is bashfulness and inhibition.

 

Now in the original article each of these 7 Traits were accompanied by a “Selling Style” but I chose to leave them out as I don’t really believe in a single Style but in a later article I might just dive into defining the most popular “Selling Styles” as I am not above realizing that there are many, many ways to identify your inner strength.

 

Well…I hope you like the new digs…please let me know what you think overall and…Cheers

 

Chris J Powell

 

Posted on August 15, 2011 in Uncategorized

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