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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 10

Hunters and Farmers

In virtually every study we have conducted of successful salespeople, we have found that the best succeed when they have a combination of the three qualities we’ve been discussing so far—ego-drive, empathy, and ego-strength. By way of example, when we combine all our studies of salespeople, we find that the mean score of the top performers is at the sixty-eighth percentile of ego-drive. Simply put, top salespeople have more ego-drive than 68 percent of the population at large.

This does, however, pose an interesting question: How do some successful salespeople thrive when their ego-drive is in the midrange or even lower? What we have found is that it depends on the nature of the sales position. Our research points ...

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