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The Difference Between Good And Great

by David Brock on March 27th, 2011

What’s the difference between good sales people or sales managers and truly great ones?  I guess we can come up with lots of lists, but I think they reduce to one thing.  The truly great sales people and sales manager  always focus on getting better, the good ones are content with being good.  It’s a subtle, but important difference.  It has a profound impact on performance.

The great sales people and sales managers are already high performers–but they don’t settle for that, they know they can get better. 

  • They are constantly seeking to learn knew things.  They see every training program as an opportunity–even if they have had similar sessions in the past.  They read voraciously.
  • They set ambitious goals and keep stretching themselves to achieve more.  Quota is something they pass on the way to achieving their goals.
  • They are open to different points of view, they know they don’t know everything, they recognize there may be different and better ways to do things and actively seek these out.
  • They readily admit what they don’t know–but seek to fill that gap.  They seek advice from others.
  • They readily admit when they make mistakes, knowing that learning and growth can come from understanding mistakes.
  • They don’t make excuses or blame others.  They hold themselves accountable.
  • They freely share their knowledge and experience with others, not forcing it on them, but knowing that sharing knowledge improves both parties.
  • They revel in others’ success—perhaps more than they revel in their own.
  • They look for potential and opportunity in everything.  They are pragmatically optimistic.
  • They have no time for negative people, they don’t listen to the things that can’t be done.
  • They experiment.
  • They are flexible, adaptable.
  • They are masters of collaboration, they know they can’t be successful without the support of a team.
  • They are insatiably curious.
  • They are problem solvers.
  • They have high personal standards and ethics.  They tend to expect much more of themselves than they do of others.
  • They do not view others as competitors, but as people to learn from or to collaborate with in achieving goals.
  • They have great empathy, they understand what drives others.
  • They care, they want to help others achieve their goals and objectives.
  • They are disciplined, methodical, and focused.  They no that success and randomness cannot coexist.
  • They measure what they do, so they can track their performance and improve themselves.
  • They embrace and drive change because they recognize change is necessary for growth.
  • They persevere despite the obstacles and challenges, recognizing excellence is the result of hard work.  They don’t quit.
  • They are mentally tough.
  • They lead balanced lives.  They take time for friends, families, community.  They take time for themselves.
  • They don’t harbor grudges since those distract them from achieving their goals.
  • They don’t seek failure, but aren’t afraid to fail.
  • They are impatient with the status quo.
  • They are jealous of their time and try to avoid wasting it.
  • They value stillness and reflection.
  • They seek greatness in everyone and everything.
  • They find joy in everything they do.

Are you settling for being good or do you aspire to be great?

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