story. What influences this curve
of talent, I wondered. How do you
identify the core DNA that allows
some individuals to succeed no
matter the marketplace dynamics?
In our case, there was a large lower
tier who, only a few years ago, were
doing very well. However, as the
selling complexity grew, their performance declined. Next, there was
a middle, or core, tier of talented,
but struggling people, and lastly,
there were our top level performers.
The question was, could we uncover a way to unlock the potential
of the middle and lower groups and
move them toward the top?
ANALYSIS TO UNDERSTAND
THE MIND MAP
I happen to be a geek about behavioral science. So I reached out
to a behavior analytics consultant
and commissioned a Map of Mind
study. This type of study looks
at key attributes of top and core
performers and then measures the
distance between them in experimental, behavioral, motivational,
emotional and psychological areas.
Additionally, it looks at life and
The study assessed randomized
THE OUTCOME: CHALLENGERS
groups of 18 top and 18 core per-
formers. Each performer was in-
terviewed extensively to get a mind
map of their whole environment.
What built you? What motivates
you? And finally, how do those
traits measure up against results?
VS. RELATIONSHIP BUILDERS
In the top tier, the main attribute
that identified a high-performer
was what is called the “Challenger.”
This is a person who will be most
likely to succeed in complex solution selling. Here are some of the
components of a “Challenger”:
• They are expert at demonstrating
• They deliver meaningful insights
MAP OF MIND