What Makes a Champion?


As a consultant, I am often asked, "what are the characteristics of successful people in the industry?" One interesting note—it has nothing to do with gender, age or tenure in the industry. Instead, it has everything to do with the character and integrity of an individual. I have noticed through discussion and observation several factors that I believe truly make a champion. And by the way, becoming a million dollar salesperson isn’t the Holy Grail barometer of success. Success can be measured and identified on many, many levels.

Know Limitations. Ego, while important in becoming successful, needs to tempered. Successful folks know their strengths and recognize their weaknesses. They are not afraid to admit they need help. This, by the way, is the first step. Always look for improvement in every facet of business and life. People that struggle in business typically are struggling in their personal life as well—one begets the other.

Ask Questions. Champions are very inquisitive and ask a ton of questions. They also are amazing listeners and sponges for information. I, for one, believe that the ability to ask great questions is the No. 1 most underused tool in our sales arsenal. I have asked my clients, "why didn’t you ask me that question?" The most common response is "I didn’t want you to think I was stupid." No question is stupid, but when you get the answer, the next step is to apply the information received.

Seek Assistance. I work with an amazing gal named Theresa Gonzales who asked for my help a year ago. I now work with her weekly. She has never missed a meeting, she is always prepared and our 30 minutes together each week is amazing. She realized that she needed help, had a goal and has surpassed that goal as of my writing this. There is nothing to be ashamed about when seeking help.