Janek Resources: SPM October 2017

4 Traits of Top Performing Sales Professionals

There are many theories on the differences between top performing sales professionals and their underperforming peers. It can be a challenge to put your finger on the exact reasons why some sales reps excel while others have a much more difficult time achieving their target. However, there are a few principles that do stand out and tend to associate to higher performance. This post aims to unpack some of these reasons and help you understand why top performers are more likely to surpass their targets.

The Paretto Principle
Attributed to Italian economist Vilfredo Pareto, it is simple in its statement. During the late 1800s, Paretto noted that about 80% of the land in Italy belonged to approximately 20% of the country’s total population. His theory essentially infers that there is an...

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