ognized that, although he was good in regards to teachability, and fair in
regards to wit, he was average at best in terms of competitive drive and
achievementality. This is not to diminish the importance of building com-
petencies but to emphasize that competencies are secondary in importance
to attributes.
In viewing these descriptions of the intangibles that constitute critical
mass, most sales professionals would instinctively agree that these personal
features are resident in the best of the best. The question is, “Can you suc-
ceed in sales without being brilliant in all four categories?” Without a
doubt, we believe you can. We found manifold examples of individuals who
were strong in two or three categories and were experiencing success. But
these same individuals were quick to admit that they could see how the
characteristics they were not particularly strong in had restricted their level
of success. Now they knew where to place their focus.
This awareness is the key to raising personal productivity. Recognizing
that success is driven from the inside out will help you to focus on the one
factor that is always in your control—yourself. Your personal productivity
increases as you put your critical mass into motion.
In the next chapter, I will discuss some of the ways that critical mass can
be applied to your sales organization on both a personal and a corporate
level.
SELLING WITH EQ
- Build success from the inside out. Focus on the internal attributes
that take you to the next level of success. - Commit yourself to learning about your product, industry, and clients.
- Focus your competitive energy on breaking personal barriers. Go be-
yond expectations in all you do.
Critical Mass for Sales Success 43