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Love this post by Anthony Iannarino on the most common difference between successful and unsuccessful sales people: the willingness to do whatever it takes. While we can ruminate on this trait or that trait that will make a sales person successful, at the core it is the ambition, drive and ability to execute that is the hallmark of being successful in sales.

He ends the article with a question on how to determine theses characteristics when recruiting sales people and I might add to his post by offering this suggestion. To determine whether someone has the willingness to do whatever it takes to be successful, investigate their past behavior to see the lengths they went to in order to win sales and achieve their goals. See the article here> It’s A Matter of Willingness (A Note to the Sales Manager)

 

 

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Eliot Burdett

CEO at Peak Sales Recruiting
Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.

Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.

He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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