Research has identified 11 factors that differentiate high achievers from ordinary sales and marketing folks.

According to research by small business expert and author Eugene Griessman, high achievers:

1. Discover what they’re best at and love doing.
2. Work hard at developing their sales skills. They still regard their work as fun.
3. Know how to manage their time, which they see as a limited and valuable resource.
4. Are persistent. They always find a way to make the important things happen.
5. Get what they need through hard work. Their work ethic enables them to gain recognition, earn a living and contribute to society.
6. Are able to concentrate completely on the task before them without being distracted. They recognize that if they’re not thinking about the task they’re involved in, they’re not going to be as effective as they can be.
7. Know how to function properly in most situations. They understand the importance of being in the right place at the right time.
8. Are able to recognize opportunities and seize them even if it means taking risks.
9. Know how to say “no” to those wanting to place demands on their time. Some salespeople say “yes” too often and don’t have enough time to accomplish the important tasks that lead to more sales.
10. Make planning and research a regular part of the job. They don’t consider planning a once-a-year task. They do it on a regular basis to make sure they’re setting the right goals.
11. Set aside and take advantage of a quiet time each day, including time to relax.

Adapted from “Your Personal Best,” by Eugene Griessman

Tags: expert, marketing, recognition, research, sales, small business