A few weeks back, I sat on a panel at the Sales 2.0 Boston conference.
The conversation turned to sales hiring. It made me think about something I'd recently read about -- specifically, Angela Duckworth (from University of Pennsylvania) and her research on grit.
Dr. Duckworth defines
grit as "sticking with things over the very long term until you master them." She writes that "the gritty individual approaches achievement as a marathon; his or her advantage is stamina."
I mentioned this research and offered to work with any Sales Leader in the audience to score their reps on the grit scale and look for correlation with their best performers.
