- Resilient.Takes a competitive posture toward failure, adversity, and
negative circumstances.
Critical Mass Component #2: Achievementality
This is a term we created to indicate the following emotional/psycho-
logical profile. The ingredients that make up achievementality include:
- Does homework.Initiates a rapid rise up the learning curve to expedite
success. - Desire to earn.Often views earnings as measuring stick of progress.
- Focused/Goal oriented. Not easily distracted from goals by management,
adversity, and negative results. - High standards.Has expectations for self and for treatment of clients
that transcends the status quo. - Takes responsibility.Not programmed in a way that looks for excuses for
failing. Tends to view self as being in control of own destiny, in spite
of any obstacles.
Critical Mass Component #3: Teachability
The following features constitute teachability.- Desires to learn. Applies self to the study of product, industry, and the
decision-making dynamics of clients. - Desires to improve. Fanatical about personal growth and self-improve-
ment. - Knowledge awareness. Understands the necessary issues for reaching
the next level of success - Learns from errors.Views failures and setbacks as an experiment or
game and makes concerted effort to extract meaningful lessons from
those circumstances. - Teaches others. Helps and teaches others (characteristic of true students).
Critical Mass Component #4: Wit
The final critical mass category represents the following features of
personality and makeup.
Critical Mass for Sales Success 41