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How To Spot A High Performer And Why They Make Great Employees

 

“ High performers” are generally very smart people with an above average IQ. However, IQ is not enough on its own to be a high performer, there are 4 types of intelligence that contribute to high performance.

  • Innate intelligence [IQ] – How smart you are – is fixed. Set in your DNA
  • Acquired intelligence [AQ] – How much you know – makes IQ relevant
  • Technological Intelligence [TQ] – How fast you integrate and leverage technology for low value tasks – gives more time for building human relationships
  • Emotional Intelligence [EQ] – Your agility for dealing with emotions – amplifies the impact of the other 3 because it allows you to relate, respond to, influence and persuade other human beings

People with high IQ tend to be curious, quick to learn and utilise new information, are strategic and can see the bigger picture, hold themselves to account, and have better reasoning skills. They also perceive relationships in seemingly unrelated objects, ideas, or facts and can develop unique and original ideas and solutions to problems. These are great competencies for discovery and challenging status quos as well as developing unique solutions.

High IQ alone in sales can also have a negative side. Because high IQ people tend to think, talk and connect ideas faster than some other people they may damage relationships through:

  • Impulsiveness
  • Impatience
  • Talking down to people
  • Talking over people
  • Failure to listen and hear people out
  • Failure to empathise with others
  • Overwhelming people with elaborate solutions to basic problems or issues

Many extremely intelligent people have failed in sales because they are unable to influence the behaviour of other people!

Acquired intelligence opportunities are all too often faced by average performers with comments such as “I’ve been doing this for xx years – I don’t need/want training!”. High performers have a thirst for knowledge and ideas. They:

  • Seek out every opportunity to learn
  • Are coachable and open minded
  • Welcome feedback and review
  • See adversity as a learning experience
  • Will share ideas and successes

 

High “Q” people will always be successful in goals they set themselves!

 

There are so many ways to invest in self-development today. Look into the internet for podcasts and videos. A good place to start is  with Jeb Blount’s Sales Gravy with links to many others like Mike Weinberg.

We have no time for salespeople who limit their own capabilities by never investing in themselves!!

We are looking for more high performers to join our candidate list – please send your CV to info@thcrecruitment.co.uk

 

Image from www.cognology.com.au

sales training, communication

 

Regardless of your profession, communication is an essential part of your day. From ordering your coffee, paying for fuel, to dealing with clients/customers. How you communicate with people will determine how successful or stressful your day will be. This is really important when being interviewed or in fact interviewing for a new job.

 

Think about the communications you have throughout the day, are they all productive? They probably aren’t.

Communicating effectively requires planning, concentration, and consideration of others. So whether you need to talk with your spouse, hash out a problem with a friend, or land that next big business deal, here are some tips to add power and productivity to your conversations.

 

TIP One: Think Before You Speak

Plan what you are going to say in advance, and how you will say it. If you know the person you will be communicating with , this can be easy, but a rule of thumb is to be polite, concise and professional. Keep focused and know what outcome you want from the conversation.

 
TIP Two: Stop Talking and Listen 

You learn more from someone by listening to them rather than talking to them. When you actively listen to someone it shows them that you value what they say and it creates trust.

 

TIP Three: Ask Questions

To gain the most from any conversation, find out what people want, and what their expectations are . Don’t ask questions that can be answered with a straightforward “yes” or a “no.” Instead, ask open-ended questions that will give you more insight into their thoughts and feelings. If you aren’t clear on a point they are trying to make, ask for clarification. Then, restate what you heard and ask them to verify that you received their message correctly.
 

TIP Four:Watch Your Body Language

Studies show that 93% of communication is non-verbal. Make sure you make good eye contact, smile and shake hands firmly but not too firmly! . If you want to let the other person know you agree with them, don’t fold your arms tightly, cross your legs or turn your body away from the person. Instead mirror their body positioning as it creates understanding and agreement. Make sure your message and your body language match. If there is any discrepancy, people are more likely to believe what your body language is saying than your words.

 

TIP Five:Be aware of Your Volume and Tone

Your vocal tone gives the listener a snapshot of your feelings. If you want to show respect or affection, soften your tone. If you find yourself feeling impatient or angry during a conversation, listen to yourself to make sure your voice isn’t reflecting those emotions. If a conversation begins to turn into an argument, consciously lower your volume; often your listener will, too. Keep your voice calm and even whenever possible.

 

Communication and success go hand in hand. The more effectively you communicate your ideas, thoughts and feelings , the better your outcomes will be. So practice these communication tips and apply them every day. When you do, you’ll communicate powerfully and with confidence and achieve the results you desire and maybe land that dream job!

Contact THC Recruitment to discuss a career in Asset Finance

Source Jo Condrill – www.goalminds.com

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