How You Can Contribute to a Top-Performing Sales Team

Research by industry leader and critically acclaimed author Steve W. Martin details The 7 Attributes of the Most Effective Sales Leaders. Following is an analysis from what it takes to be an effective leader to what it takes to be an effective performer on a sales team.

1. "Carrot-and-Stick" Psychological Approach: Top sales performers desire the ability to prove themselves by actually making sales. The carrot-and-stick approach represents the natural praise and recognition top performers receive, while under-performers are embarrassed and thus motivated to do better. Prove yourself.

2. How do you sell? Relationships, networking, and persuasion. 72% of top sales leaders rated their teams' skills as average or above average. Top performing sales leaders are looking for persuasive salespeople with the ability to curate and maintain customer relationships to account for incoming sales.

3. Target Fixation: Top performers maintain the ability to block out negative news and keep their team focused on the task at hand to achieve targets and deadlines. Maintain commitment to blocking out noise and hitting your personal deadlines.

Martin, Steve W. “The 7 Attributes of the Most Effective Sales Leaders.” Harvard Business Review, 11 Sept. 2015, https://hbr.org/2015/09/the-7-attributes-of-the-most-effective-sales-leaders.