Stack your team with top performers

Jim Jacobus, a sales consultant, coach, speaker and the force behind "A" Players only!, says his company's research indicates there are four traits that all top sales performers seem to share. But whether you are in the corporate sector, the public sector or the non-profit sector, we think these traits would be good benchmarks for hiring anyone.

1. Resiliency. This is the simple ability to bounce back. In sales, not everything goes your way every time. Sometimes you lose to a competitor, you miss an opportunity or you just hear an emphatic "NO." Top performers see the bigger picture. They have lots of stuff in the sales funnel and their attitude is: "Some will, some won't, so what? Next!"
2. Personal accountability. Top performers have this principle at the core of their very being. They take responsibility for their actions and they do the right thing. Whether it's at work, at home or while they are doing volunteer work, they don't do the right things because it's their job or because they are being paid to do it, but because it's the right thing to do.
3. Continuous learning. This world is changing so quickly. The best of the best are always searching for a new idea, tactic or strategy that will help htem get even better. They go to seminars even if they already know more than the presenter, they read books even if they aren't sure they agree with the author, they devour websites from sales and marketing "gurus." They are always looking for another nugget.
4. Interpersonal skills. There are two aspects to selling: the process and the relationship. A process is just that, steps you take to get from start to finish. Almost anyone can learn that. The ability to develop deep, rich relationships, however, is what makes top performers stand out. A salesperson's clients may know her name, be friendly with her and even respect her. But it's when she can get them to value her and she becomes a trusted advisor that she has reached the Mount Everest of relationship building.