Developing A High Performance Mind-Set*

In our sales development and coaching work we have been collating material from profiling a cohort of high performance sales people across several B2B organisations. The one thing they have in common is they are all ahead of last years numbers and this years targets. Sometimes this places them in a group smaller than 5% of their respective sales teams.

When you boil down what they are actually doing we came up with a surprisingly simple set of activities/attributes:


  • Where can I find things out?
  • What could I do to make things work better?
  • Who knows stuff that could help me?
  • Who can I bring into my network with power and influence?


  • Why am I doing it like this?
  • What am I trying to achieve?
  • When do I need to improve/succeed by?
  • What is it that motivates me?


  • Keep going – even when it’s hard to stay pro-active
  • Keep smiling – even when you don’t feel like it
  • Keep trying – even when it’s difficult to do
  • Keep learning – even when you don’t have the time
  • Keep focused – don’t be deviated from your objectives

These same things kept coming up over and over. Our high performers combined the action orientation of doing something (sometimes anything) with the self-awareness to understand themselves and the world around them, making for a very dynamic mixture.

Another striking element is its simplicity. These people aren’t always the brightest, or the most experienced, or the most senior, they just get on with things in a productive, meaningful way, relentlessly. It’s a cliché, but they do indeed make their own luck by creating opportunity rich environments for themselves more often then their (above) average peers.
We hold one day workshops for sales teams that dig into what’s behind these simple statements to help a larger percentage of sales people become high performers.

To talk about your sales team’s development, call us for an informal discussion.

* Mind-set Definition: The amalgam of a person’s personal belief system, general approach to work, and outlook on life.