William Langland, a 14th century author, is credited with first writing that “patience is a virtue.” Clearly, he was not referring to successful salespeople.

I know that throughout my career much of my success has been a result of my impatience. I want what I want, when I want it. People, especially buyers, have never done things as fast as I’d like them to. While impatience can be obnoxious, channeled in the right direction, it is often a trait found in most, if not all, big billers.

You can’t give someone something they do not have. So, next time you look to hire good salespeople and recruiters, look for evidence of impatience. Without it, you likely have someone who lacks the sense of urgency needed in our business. Find someone with it and you may have found your next key contributor to your revenue stream.