APRIL 2012

YOUR CONNECTION TO EVERYTHING INFINITY

5 Key Attributes of Top Salespeople

Article written by : Thomas Kochan and published by The Harvard Business Review

www.infinity-staff.com • info@infinity-staff.com

1 5 Key Attributes of Top Salespeople

1 Birthdays

2 On The Spotlight

2 New Team Members

3 How To Be The Best Recruiter

4 Chairman’s Club - Jan.

44 Branch Performance - Jan. 4 Top Perm Billers - Jan.

THE BUZZIN THIS ISSUE

HAPPY BIRTHDAY!

Happy Birthday to:

Daniel Bonilla April 3rd

Bryan SmithApril 4th

Kevin AriasApril 12th April 12th

Shawn HicksApril 15th

Joanne PollakApril 15th

Lynette PiferApril 20th

Karina RumicheKarina RumicheApril 27th

Susanne MeshofskiApril 29th

Wendy CohanApril 30th

If you ask an extremely successful salesperson, “What makes you different from the average sales rep”, you will most likely get a less-than-accurate answer, if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.

AA personality test was given to high technology and business services salespeople as part of a sales strategy workshop at their companies. The test results from top performers were then compared against average and below average performers. The findings indicate that key personality traits directly influence top performers’ selling style and ultimately their success. Below, you will find the main key personality attributes of top salespeople and the impact of those traits on their selling style.

1.1. Achievement Orientation. Eighty-four percent of the top performers tested scored very high in achievement orientation. They are fixated on achieving goals and continuously measure their performance in comparison to their goals. SellingSelling Style Impact: Political Orientation. During sales cycles, top sales performers seek to understand the politics of customer decision-making. Their goal orientation instinctively drives them to meet with key decision makers. Therefore, they strategize about the people they are selling to and how the products they’re selling fit into the organization instead of focusing on the functionality of the products themselves.

2.2. Curiosity. Curiosity can be described as a person’s hunger for knowledge and information. Eighty-two percent of top salespeople scored extremely high curiosity levels. Top salespeople are naturally more curious than their lesser performing counterparts. Selling Style Impact: Inquisitiveness. A high level of inquisitiveness correlates to an active pres-ence during sales calls. An active presence drives the salesperson to ask customers difficult and uncomfortable questions in order to close gaps in information. Top salespeople want to know if they can win the business, and they want to know the truth as soon as possible.

3. Modesty. Contrary to conventional stereotypes that successful salespeople are pushy and egotistical, 91 percent of top salespeople had medium to high scores of modesty and humility. Furthermore, the results suggest that ostentatious salespeople who are full of bravado alienate far more customers than they win over. Selling Style Impact: Team Orientation. As opposed to establishing themselves as the focal point of the purchase decision, top salespeople position the team (presales technical engineers, consulting, and management) that will help them win the account as the centerpiece.

4.4. Lack of Gregariousness. One of the most surprising differences between top salespeople and those ranking in the bottom one-third of performance is their level of gregariousness (preference for company and friendliness). Overall, top performers averaged 30 percent lower gregariousness than below average performers. SellingSelling Style Impact: Dominance. Dominance is the ability to gain the willing obedience of cus-tomers such that the salesperson’s recommendations and advice are followed. The results indi-cate that overly friendly salespeople are too close to their customers and have difficulty estab-lishing dominance.

5. Lack of Discouragement. Less than 10 percent of top salespeople were classified as having high levels of discouragement and being frequently overwhelmed with sadness. Conversely, 90 percent were categorized as experiencing infrequent or occasional sadness. Selling Style Impact: Competitiveness. In casual surveys conducted throughout the years, it has been found that 90 percent of top performers played organized sports in high school. There seems to be a direct correlation between sports and sales success as top performers are able to handle emotional disappointments, bounce back from losses, and mentally prepare them-selves for the next opportunity to compete.

THE BUZZ2In The SpotlightInfinity Welcomes our

New Team Members !

Lauren McGee Jacksonville

Michael Beck Edison

Bree McMillanBree McMillanSt. Petersburg

Kelly DeversPhiladelphia

Kyle SpinnerNew York

Jorge MirandaSt. LouisSt. Louis

Lori KnudstonSt. Louis

Lauren RovisWashington, DC

This month we are featuring the team in our Jacksonville, Florida branch. The team consists of:

Heather Beyer: After starting with Infinity (Lyneer) about a year and a half ago as the sales and branch manager of Jacksonville, Heather is now the Regional Director of Florida. She has been in the staffing industry for 14 years having vast experience in the sales and implementation of large accounts.

PamPam Ogden: is the Senior Recruiter and has been with Infinity (Lyneer) for over a year. Pam is a recruiting machine and screens and recruits over 30 candi-dates on any given day. Pam has been in the staffing industry as a recruiter since 1997.

Gary Metcalf: With a previous 9 months in the staffing industry, Gary started with Infinity (Lyneer) in October 2011 as the Sales Manager and hit the ground running. Gary continues to bring in new accounts every week and has been a great addition to the Jacksonville team.

LaurenLauren McGee: is brand new to the Infinity (Lyneer) team; she started on March 12th as a Recruiter. Lauren has been in the staffing industry for 1 year. She has hit the ground running fast, and we are very excited to have her join the Jacksonville Lyneer family.

From left to right: Lauren McGee, Heather Beyer, Pam Ogden and Gary Metcalf

Jacksonville, FL

Sometimes it can be tough to stay motivated day after day, week after week. At a certain point, you just feel overwhelmed and your motivation starts to slide. It doesn’t matter who you are or what your daily grind entails – everyone hits a slump once in a while. Here are 5 ways to boost your morale and stay mo-tivated during the day:

Break your day into time blocks: Make a list of everything you have to accomplish in a single day. Treat each task as a separate goal to be conquered. Conventional wisdom would suggest that multitasking is the way to go, but recent research argues that multitasking actually makes your work more scattered and inefficient. Tackle each task individually and your work load will seem less imposing.

BuildBuild on top of your small achievements: Motivation multiplies exponentially the more you put into it – if you can get past your first few personal hurdles, you’ll find yourself ready to take on bigger and better challenges. Take note of your progressive accomplishments and keep pushing forward. Your performance will skyrocket.

CleanClean up your workspace: While some might argue that organizing/cleaning is a conspicuously disguised attempt at procrastination, almost everyone will agree that that an orderly workspace increases your pro-ductivity. Nobody likes to work surrounded by a mess. Your environment directly affects your mood and your work ethic, and can act as a conduit for increasing your motivation. Use the work intermission to reflect on your responsibilities and your short term goals. A few minutes of cleaning here and there will reduce clutter and clear your head.

Maintain a healthy work life balance: if you’re overloaded on work, you’ll lose sight of your other priori-ties. Treat the balance with respect, and afford yourself some down time to recover after serious stretches of work. Make sure that you are taking time to do what you love and not just what you have to do. If you only do what you have to do and not ever do what you want to do, it’s easy to start procrastinating and getting bored. Make a real effort to tackle projects of interest and spend time on personal relationships.

Set long term goals: While it’s important to celebrate small achievements, often the most powerful motiva-tion stems from long term ambitions and goals set for the future. Make your long term goals attainable, actionable, and concrete. Goals should inspire you, not frighten you – that is, don’t give yourself a goal to complete a mountain of small tasks. Instead, set up a long term goal of obtaining the positive result from having done those tasks. It’s a small difference with a large psychological impact.

Staying motivated during the whole day can be difficult, if not impossible, for most people. But the key is not to force motivation. If you are completely unmotivated about a particular task, your mind is probably doing that to you for a reason. So while it’s a good idea to keep these motivation tips in mind, don’t overdo it and force yourself into any particular routine.

InIn general, in order for motivation to succeed, your root mental desires must be in line with the trajectory of your set of tasks. Make sure that you understand your own goals, desires, and abilities before you apply motivational tactics. If you both understand yourself and have a solid plan for staying motivated, you will both want and be able to complete everything it is you need to do to reach your goals.

5 Ways To Stay Motivated During The Day

Article written by : Marie Larsen and published on www.recruiter.com

THE BUZZ3

THE BUZZ4

February 2012December 2011

Platinum Branches: Gold Branches: King of Prussia, Lawrenceville, New BrunswickSilver Branches: Pennsauken, Philadelphia AccountingBronze Branches:Bronze Branches: Columbus

Qualifications for Chairman’s Club are as follows:Minimum Sales Volume of $100,000 per week.Minimum Net Profit of $20,000 per month.Minimum Temp Margin of $40,000 per monthMinimum Sales Growth of $10,000 per week in NEW CLIENT SALES during the month.

To achieve To achieve PLATINUM status:A branch must meet all 4 of the requirements in a month.

To achieve GOLD status:A branch must meet 3 of the 4 requirements above in a month.

To achieve SILVER status:A branch must meet 2 of the 4 requirements above in a month.

To achieve BRONZE status:A branch must meet 1 of the 4 requirements above in a month.A branch must meet 1 of the 4 requirements above in a month.

Branch Performance RankingFebruary 2012

Top 10 Offices Net Profit LawrencevilleSetcoKing of PrussiaCherry Hill 2PennsaukenNewarkNewarkLeominsterParamusWilmingtonDurham

Top 10 Offices Temp Sales New BrunswickColumbusLawrencevillePennsaukenDeer ParkWoodburyWoodburyTrevoseHarrisburgKansas CityKing of Prussia

Top 10 Offices Temp Margin New BrunswickLawrencevilleKing of PrussiaPhiladelphia AccountingPennsaukenDeer ParkDeer ParkWoodburySetcoDurhamNewark

Perm Sales New YorkLawrencevilleWashington DCWoodburyLeominster

Congratulations!We want to congratulate the TOP Perm Billers for January 2012 1. Vince Crochunis / New York $25,500 2. Frank Radazzo / Philadelphia $25,000

3. Steve Ciemny / Philadelphia $24,700

4. Justin Power / New York $11,875

5. Scott Noga / New York 5. Scott Noga / New York $11,875

6. Pat McGowan / Philadelphia $8,400 7. Lorraine Mannis / Philadelphia $7,650

8. Cheryl Forbes / Woodbury 8. Cheryl Forbes / Woodbury $7,200

9. Heather Beyer / Jacksonville $7,000

10. Wendy Cohan / Washington $6,000