Think of the last time you really felt personally aligned with your job or the mission of your organization. Or maybe try picturing the last time you felt both fulfilled and challenged by the projects and tasks you were charged with completing. When was the last time, if ever, you had a clear direction for career development with defined goals? Did you ever have a job where your boss met with you more than once per year to review your performance?
Well, in my experience, the profile of the top performing salespeople is changing. And fast! As I built the HubSpot sales team over the last 6 years, I probably hired close to 200 salespeople. It amazes me, even in that short period, how the profile of the industry’s top performers has shifted. Here are four habits that today’s top performers exhibit that yesterday’s top performers did not.
#1: They are Data Jocks
Historically sales managers have taken extraordinary strides to measure the performance of their salespeople… and salespeople have avoided these tactics like the plague. “What I do cannot be measured. It is an art form.”Today’s top sales performers love the data. To them, data represents the blue print to excellence. They want to know:
Too often these issues go unaddressed. “Most performance problems aren’t dealt with directly,” says Weintraub. “More often, instead of taking action, the manager will transfer the person somewhere else or let him stay put without doing anything.” This is the wrong approach. Never allow underperformance to fester on your team. It’s rare that these situations resolve themselves. It’ll just get worse. You’ll become more and more irritated and that’s going to show and make the person uncomfortable,” says Manzoni. If you have an issue, take steps toward solving it as soon as possible.
"Human beings are works in progress that mistakenly think they're finished." Dan Gilbert shares recent research on a phenomenon he calls the "end of history illusion," where we somehow imagine that the person we are right now is the person we'll be for the rest of time. Hint: that's not the case.
Can we really judge a book by its cover? When it comes to making snap judgments about others, it turns out, we may be pretty good at doing just that.
We've all heard the truism, "You only make one first impression." It's true -- and these impressions may be more powerful than we would imagine.
Our brains take in a huge number of verbal and non-verbal cues almost instantaneously when we meet someone (or just look at a photo of them) to calculate powerful impressions that are often as accurate as the impressions we form over longer periods of time.
It’s cliché to say that “command and control” leadership is no longer relevant in most organizational contexts. But — especially in large, global, diverse organizations — what should it be replaced with?
It wasn’t long ago when people were consistently praised for multitasking– the parent who, in one night, juggles children’s homework, their own professional work, the laundry, and spinning classes. Or the ultra-connected marketing manager who, in an hour, answers 10 emails, works on a sales pitch, grabs a coffee, and books a plane ticket for a trade show. Both sound like veritable productivity masters. But the mental toll caused by multitasking has been proven to far outweigh peoples’ ability to simultaneously juggle tasks.
Multitasking, in fact, is multifaceted. The term can be defined as performing two or more tasks at the same time, or constantly switching from one thing to another. It can also be described as performing numerous tasks in rapid succession– like sending a tweet, then writing an email, then making a call, then checking your messages, then finishing your presentation. Sound familiar?
Psychologist Elizabeth Loftus studies memories. More precisely, she studies false memories, when people either remember things that didn't happen or remember them differently from the way they really were. It's more common than you might think, and Loftus shares some startling stories and statistics, and raises some important ethical questions we should all remember to consider.
In life never forget these important things: One, that home is not a place, but a feeling. Two, that time is not measured by a clock, but by moments. And three, that heartbeats are not heard, but felt and shared.
Willpower is not something you either have or you don't.
Sure, some people may be more self-disciplined than you. Some people may be better at resisting temptation than you. But that's probably not because they were born with some certain special something inside them--instead, they've found ways to store up their willpower and use it when it really matters.
They have remarkable willpower not because they have more of it, but because they've learned how to best use what they have.