What differentiates ‘best’ and ‘average’?

The character behind talent

"A really great talent finds its happiness in execution."
-- Johann Wolfgang von Goethe

Who are your most talented salespeople? It’s an easy question to answer, right? All you have to do is look at the numbers. It’s the 10 percent who sell 90 percent. It’s JoAnn, Craig, Amanda and Stan – the four who routinely bring in the most business, month after month.

Or, is it such an easy question to answer? What does differentiate the most talented people on your sales team from your average performers? How do you select a “best and brightest” sales person from a group of candidates?

Charlotte Landram, a highly successful leader of sales organizations, professional coach and founder of High Impact Systems, says there’s a unique characteristic all extremely talented sales professionals have in common: They never believe they are doing enough.

“They are always in motion, they are always reaching for the next step…or sale…or accomplishment,” Landram says. “They will brush aside an achievement and say, ‘But, I should be doing more…’ They push themselves forward with an amazing amount of drive.”

Landram coaches hundreds of highly talented salespeople in a variety of businesses – salespeople committed to being the best. She also coaches individuals who begin as average performers, and through a systematic and focused coaching experience find tools and techniques to help them enjoy high levels of success.

In Landram’s coaching sessions with highly talented sales professionals she typically sees five characteristics quickly emerge:

Talented salespeople are always prepared. They do their homework. They pull together information in advance of sales presentations. They arm themselves with information, and will have a ‘Plan B’ ready if necessary. In coaching sessions, highly talented people engage quickly and completely. And, they make arrangements ahead of time if they’re unable to keep an appointment or need to change plans.

Talented sales professionals deal in specificity. Conversations and commitments are never vague. A ‘How is it going?’ question doesn’t get answered with, ‘Everything is good!’ These sales people will tell you about a very specific situation they’re in the middle of, ‘I have this client who…’ – or detail a number of their recent calls, ‘I’ve done x, y and z. What should I do next?’

Talented sales pros always ask great questions. They’re always exploring new opportunities, trying to learn new things, and trying to better understand their clients. They aren’t just curious types; they are truly looking for new solutions, better ways of accomplishing tasks, and becoming more productive.

Talented salespeople push their managers, coaches and supervisors. Very rarely does a sales manager have to look for ways to motivate or inspire a highly talented salesperson. Sure, even the best can fall into a slump or experience a downturn in closings – but day-in and day-out, talented sales folks push forward because of their innate determination to do better…and better.

Talented sales pros will always acknowledge their weaknesses. They aren’t afraid of opening up, exposing a vulnerable side, and asking for help. Highly talented people are driven to become even better – for their own satisfaction and recognition by others. From reading self-help books…to continuing their education…to practicing new skills, talented sales professionals work hard to improve their all-around abilities.

How many of these characteristics do you see in your sales team?

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