Business Results & Personal Development
for CEOs & Key Executives
Home   |   About Us   |   Lit Request   |   Contact Us   |   View
847-208-8709         Email  
Download Free Article

"Best Practices for Managing
in the Best of Times"
Best Practices
Business Results   »
Personal Development  »
Growth Coaching
Executive  »
Sales Manager »
Sales Rep  »
Chally Tools
Sales Reps  »
Sales Management  »
Managers  »
Executives  »
Vistage / TEC Tools
Vistage Works   »
CEO Peer Groups  »
Key Executive Groups  »
Trusted Advisors  »
Request Literature
Sales Recruiting  »
Sales Compensation  »
Exceptional Managers  »
Resource Links

Professional Staff Profile:
Compare High Performers to Low Producers

Position Overview: Requires strong focus on quantitative results along with self-directed initiative; critical factors in this position necessitate attention to details, an ability to prioritize and constant vigilance towards solving problem, qualities enhanced by conceptual learning skills and analytical abilities; networking and negotiation skills often support people in professional positions.

Predictive Skills: Ten characteristics will predict sales rep success in this manager position. Review below how top sales performers will differ from lower performers.


Uses his time to produce tangible results; judges effectiveness by the quantity of what has been accomplished in a given time frame; derives personal satisfaction from accomplishing measurable outputs.


  • Focuses on the quantitative measure of results produced, whether engaged in a repetitious, singular activity or frequently changing and diverse tasks
  • Gains personal satisfaction from producing tangible results
  • Judges his effectiveness by how much he accomplishes in a given timeframe
  • Establishes concrete dimensions and steps that can become quantifiable measures of his progress.


  • Can too easily lose interest in results-oriented activities in favor of more satisfying opportunities offered in the arenas of personal relationships or influence and power
  • May judge his effectiveness in task achievement using standards of quality, creativity, or efficiency rather than measure accomplishment by the sheer quantity or volume produced
  • Tends to be rather casual or informal about tracking progress in results achievement and is comfortable with variable output levels


Demonstrates a willingness to take action on problems or opportunities without prompting; possesses the intrinsic desire and willingness to push toward achieving a desired goal or end-state without suggestion from others; prepares alternatives so the outcome is not jeopardized by unexpected barriers; exhibits the desire to blaze new trails as a means to an end


  • Champions new initiatives and identifies opportunities or issues requiring change without prompting
  • When barriers to goal accomplishment are encountered, is willing to introduce and implement a solution throughout his sphere of influence
  • Is willing to take the lead, even if others don’t initially understand or approve
  • Focuses effort and resources on initiatives or solutions that will positively contribute to the desired result; does not simply try to ‘build a better mousetrap
  • Changes the present status in order to improve the position of the group or organization in meeting its objectives
  • Installs targeted, selective changes that provide real added value to the organization
  • More than simply overcoming a negative or preventing a loss, the solutions or changes he initiates leave the job (task, project) with something gained


  • Is uncomfortable developing a solution to a problem or trying a different approach without positive directives from a higher authority
  • Hesitates to push own ideas or drive new goals
  • May be too willing to leave well enough alone and conforms to established rules and principles
  • Uncomfortable pushing beyond easy or traditional responses to creative or original thinking
  • Tends to wait patiently for situations to settle over time or to correct themselves in a more natural fashion


Seeks to stay abreast of new developments in his core competencies and to learn enough about related fields to apply knowledge effectively in the business; enjoys learning and is intellectually curious; has a strong desire to continuously improve knowledge, skills, and abilities; sees learning and knowledge as the keys to building the skills and abilities essential to job and career success


  • Stays abreast of technical developments in his field in order to effectively apply his knowledge
  • Reviews professional publications, newsletters, and other current information in his own and related fields
  • Routinely collects and reviews key data and information to track progress on all important functions
  • Applies technical principles effectively to goals, plans and new situations
  • Uses technology to enhance productivity
  • Incorporates professional expertise into projects and new initiatives


  • Tends to rely on others' expertise in areas in which he doesn't understand the technology or basic principles
  • Applies an existing body of technical principles to objectives and problems without taking the steps to expand and update it
  • Interest in exploring new technical developments may be cursory and driven by business demands rather than by personal curiosity
  • May spend insufficient time tracking all key business information sources


Prioritizes and utilizes time to maximize the greatest overall return on effort spent; probes for sufficient information to determine the significance and urgency of a specific task; analyzes workload demands in the light of key objectives; devotes the appropriate amount of time to any given task based upon its relative impact on the successful completion of key job objectives


  • Gathers necessary information to appropriately integrate new demands or requirements into his priorities
  • Prioritizes and assesses situations or tasks with the intent of committing time to the most critical or key objectives
  • Defers time urgent but less critical issues and will not prioritize on the basis of attention grabbing emergencies


  • Priorities may be set with superficial information or a limited understanding of critical success factors
  • Sets priorities by what he finds enjoyable or personally satisfying, and not by key job objectives
  • Gives priority to perceived emergencies in the tradition of 'the squeaky wheel get the grease'


Objectively analyzes a problem situation and takes steps to provide a solution; identifies the root of the problem before pressing for a resolution; remains engaged until a solution is reached; tries to see all sides of the problem and thus understand others’ assessment of the issue or response; takes personal responsibility for identifying a resolution


  • Objectively isolates and defines problem areas clearly
  • Determines the true nature of the problem rather than deal with its symptoms
  • Is willing to ‘think outside the box’ to find a solution
  • Displays sensitivity and genuine interest in understanding others’ perspectives and will not ignore their concerns
  • Regards any problem as a challenge to be met with eagerness and enthusiasm
  • Remains engaged until a problem has been resolved
  • Takes personal accountability for the result


  • Can be biased and make judgmental or inappropriate assumptions without analyzing the situation objectively
  • May press toward resolution without identifying the root of the problem
  • Becomes wrapped up in his own views and loses sight of how others may see the problem or response
  • Becomes frustrated with solving the same or similar problems over and over again
  • Tends to take complaints and problems personally and feel oppressed by them
  • Sees problem resolution as an inconvenience and a distraction
  • May oversimplify a problem and its solution and disengage his efforts before identifying a satisfactory solution
  • Resists taking ownership of the solution


Committed to exactness and precision in task completion; identifies, pays attention to, and works to understand details; thorough and consistent in following up at the detail level; seeks to become expert in the disciplines related to the adopted career path to ensure quality and precision in one’s work; takes pride in one’s knowledge base and level of expertise


  • Focuses on quality and precision in his work because it is important to be accurate for its own sake
  • Takes pride in the depth of expertise he has acquired for his job
  • Remains consistent in his detail orientation and will not permit sloppy or careless effort regardless of how a task is ranked in importance
  • Will not sacrifice quality for the sake of being more efficient, productive or creative


  • Attentive to relevant details for which he is held accountable but prefers to keep an overview and deal with planning and execution at a more conceptual level
  • Is more likely to develop himself as a generalist than a specialist and tends to adopt a broad-brush approach to his tasks in terms of qualitative standards
  • Reliable and accurate in the tasks he completes when directed to do so
  • Selective in his attention to detail, disregarding or delegating what he does not consider crucial to accomplishing his goals

Request a sample candidate report