I have been reading an excellent book by Mr. Ron Willingham about Sales Success. And according to his research it has been observed that many successful people generally possess these 4 core traits:
- Strong Goal Clarity
- High Achievement Drive
- Healthy Emotional Intelligence
- Excellent Social Skills
Of course, there are other factors that determine the level of success that we achieve but taking the time to be conscious of these 4 areas and work on them has been proven to be very beneficial.
So let’s start with the first one, Strong Goal Clarity. Getting down to the basic questions like; where you want to go, when you want to get there and how you’re going to get there, is essentially the core of any real goal setting plan. You first determine these questions with clarity and then expound on each area in detail as you go along.
The next one, and it’s a biggie, is your Achievement Drive. This area gets a bit more complex. Here is where you determine what goals are possible and which ones are not. This is based on you as an individual but keep this in mind. Any goal is possible if someone of your general abilities, training, resources, and desire level has achieved a similar one. With that said, your desire level is a huge factor and your inner needs determine your level of desire. It influences many factors in your life; career choices, where you live, whom you befriend, etc. albeit your values bring balance to these needs.
Let’s discuss inner need level for a moment, Your inner need level drives your goal possibilities and determines which goals you set, the size of them, and whether or not you think you can reach them.
It is one of the deepest mysteries in goal achievement. They are based on stages and situations that life experiences have placed us in. They can be imposed by economic, emotional, spiritual, environmental or relationship circumstances. As they say, “How bad do you want it?”
Achievement drive is energy. Donald Trump recently said, “If you don’t have passion, you don’t have energy, and if you don’t have energy, you have nothing”
This “energy” is released from within you when you have goal clarity. The amount of you release is determined by your level of desire, to what extent you internally believe the goal is achievable and how worthy you feel to enjoy the goal.
The Achievement Drive energy acts as a multiplying factor; it helps you increase the sum of all your talents and skills to achieve your desired goal. For example, a driven sales person with this energy, can factor the following:
X Achievement Desire
= Sales Power
So again, as your achievement drive increases it automatically multiplies your total effectiveness.
Most high Achievers think in terms of the rewards of reaching their sales goals, not just reaching the sales goal.
The way to help increase this drive is by fantasizing or daydreaming. There was a study done by Prof. McClelland that found visualizing your goals frequently will ultimately influence your actions and help you reach them. It has been found that people who are high achievers consciously or unconsciously take time to fantasize about their goals.
Ok, on to the next one, Emotional Intelligence.
Emotional intelligence is the ability to understand your feelings and emotions and see how they influence your external behaviors. It is also the ability to take control of your emotions an do the difficult things that you must do in order to achieve your goals. THIS IS A CRITICIAL FACTOR IN SUCCESSFUL PERFORMANCE.
- You have to learn to monitor and understand your feelings.
- Persistently do result producing activities despite disappointment, setbacks or fear of rejection.
- Learn to deal with difficult or frustrating people with patience and even temperance.
- Motivate yourself without the need for external motivation. As the Bible says,” Stir up your own fire!”
You have to develop maturity and stability. This means being devoted to truth, accepting responsibility for your own actions, your commitments and your personal goals. Learn how to wait and accept delayed gratification at times. Also be committed to problem solving.
There are many flakey, emotionally immature people around who take the easy way out. They duck responsibility and try to avoid all possible pain; ego pain, relationship pain, pain of failure, pain of rejection, etc. but acting like this and will never help you achieve your goals. You’ve got to raise your values and determine that these kinds of responses are beneath you.
So, work on strengthening your emotional intelligence.
And the finally the last trait, Social Skills….
Social skills are not the ability to strike a conversation with anyone or having the gift of gab or being good at party chatter. It’s much deeper. Having proper social skills boils down to the ability to place yourself in someone else’s shoes. Learn to listen to others and try to understand. Learn how to respond appropriately to different people in different settings.
If you value people, listen to them and try to understand what they say and feel then learn to respond appropriately in order to cause them to feel understood, you will be way ahead of most.
Well, that’s it. Whew, this was a long article but I really wanted to share this with you. Leave me a comment on Facebook and let me know what you think.
All the best!