3 Behaviors That Drive Successful Salespeople

Written by Ryan Fuller

Ryan Fuller
Ryan Fuller

This article was published on

HARVARD BUSINESS REVIEW

Ryan Fuller was the CEO and co-founder of VoloMetrix, a leading people analytics company acquired by Microsoft in 2015. Within Microsoft, Ryan leads a business unit focused on making organizational analytics capabilities broadly available. Previously he was a management consultant at Bain & Company.

Most people consider selling to be an art rather than a science: some people have it and some people don’t. But this leaves a lot of uncertainty in what is often a company’s most profitable department, and it makes managing a high-functioning sales force notoriously difficult.

The prevailing thinking is that the amount of time salespeople spend with customers is the most important determinant of how much they are able to sell. But recent research has uncovered an even more powerful leading indicator: the size and quality of a salesperson’s network inside their own company.

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This article was published on

HARVARD BUSINESS REVIEW
Ryan Fuller
Ryan Fuller

Ryan Fuller was the CEO and co-founder of VoloMetrix, a leading people analytics company acquired by Microsoft in 2015. Within Microsoft, Ryan leads a business unit focused on making organizational analytics capabilities broadly available. Previously he was a management consultant at Bain & Company.

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