September 8th, 2009 by

By Pat Hinds

Recently my co-worker gave me a book to read; the book is called “Outliers, the Story of Success” by Malcolm Gladwell. I was not familiar with Malcolm’s previous books, “The Tipping Point” and “Blink” – as a result I did not know what to expect when I started the book. The first chapter of the book got me hooked as the topic was about hockey; if you want to sell books in Canada always start the first chapter with a hockey story. I have read a lot of sales and motivational books over the years; as a result, I am always looking for a message in books that relates to the space that I am in my life and Outliers did not disappoint.

The first chapter of the book speaks to what is referred to as the “Matthew Effect” that explains why a high percentage of professional athletes are born in the first four months of the year and how this is not by accident. The second chapter establishes the “The 10,000 Hour Rule” positioning the fact that is takes 10,000 hours of work to become proficient at a skill. The remaining chapters support the “Matthew Effect” and “The 10,000 Hour Rule” with real life examples.

If you have read my blogs you know that I help companies with growing market share in verticals and market segments by leveraging business intelligence, sales force automation and solution selling. To achieve growth in market share you have to have a plan, put yourself in a position of success, and work hard. The Outliners speaks to how success happens based on your environment and the amount of hours you apply to your target. I recommend this book if you a person looking for a different spin on what is takes to be successful.

Topics: Sales Consulting