Excellence is a Habit
In the world of business and sales we often hear about the high performers being "good with people" or "they have the gift of the gab".
However, what we have learnt from many years of working with sales and customer service teams and their leaders, is that 'being good with people' or having 'the gift of the gab' can be nice to have but they are not the determinants of being high performers when it comes to sales and customer service.
Simply put the high performers are high performers because of their behaviors it's what they do every day, every week, every month and every year.
The philosopher Aristotle once said "We are what we repeatedly do. Excellence, then, is not an act, but a habit."
The trick for sales people is then to understand the habits they need to form in order to be 'excellent'.
This can be easier said than done as most sales people don't understand, in detail, the behaviors required of their role whether they be phone-based customer service, face to face sales or sales leadership roles.
It's therefore logical to identify the behaviors that drive high performance in your role and then set about taking actions to improve those behaviors so that habits are formed to ultimately create excellence.