Building blocks of a top producer

'D-I' combo, thick skin among ingredients for sales success

What does it take to be a top producer? Is it training, connections, behavioral style or just dumb luck? If you’re dreaming about being more successful, understanding your strengths and weaknesses is the first step to increasing your business.

1. The D-I combo
Target Training International (TTI) has one of the most widely used versions of the DISC Behavioral Styles Inventory. This instrument looks at your natural and your adapted behavioral styles on four dimensions.

According to TTI, the behavioral profile of a successful salesperson is someone who scores above the 50th percentile on the "D" and the "I" factors. Only about 5 percent of the population has this profile. These individuals are best suited to being in sales.