Dear Members and Friends

Everyone engaged in what they do wants to excel, wants to delight existing customers, win new ones, gain recognition and enjoy success. What does it take to consistently deliver excellence in whatever we do each day? This week, your fellow member Infinye Incorporated, licensee of ValueSelling Associates, offers some thoughts on this theme.

Yours faithfully
Victor Mills
Chief Executive

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How do we get to ‘excellence’? Excellence is the quality of excelling, of being truly the best at something.

Aristotle said, “Virtues are formed in man by his doing the actions,”. The writer Will Durant interpreted it thusly: “We are what we repeatedly do… therefore excellence is not an act, but a habit.”

In other words: Excellence isn’t this thing you do one time. It’s a way of living. It’s foundational. It’s like an operating system and the code this system operates on is habit.

Habits are automatic behaviours that allow us to do a lot more than if we had to think about everything we do. Some 70% of what we do is automated in this way. We create our own future by changing our behaviours. We can make new choices and decisions that are more consistent with the person we want to be and things we want to accomplish with our life.

We would like to share the findings from a survey conducted with more than 150 B2B senior sales leaders to identify the mindsets, attributes and behaviours of top-performing salespeople—those who consistently exceed expectations. The results uncovered 7 key habits that set the top performers apart from the middle-of-the-pack. Find out more about the attributes of high-performing individuals and why they matter to an organization.

For a quick look, click here. To download the eBook, click here.