Most of us have a wide range of friends, some of whom are more central to our daily lives because they live near us, work with us, etc. But distance aside, many of us carry friendships over decades and they serve a purpose in our lives as well as a history. All that to say, if you look at the high performing sales reps in your company, also look at the company they keep.  The quality of their network tends to drive them to greater accomplishments and results.

Most top performers seek each other out in an organization, and they feed off of each other. They tend to shy away from negative influences in an company and keep in constant contact. There are often competitive undertones but the drive and desire to perform fuels idea generation, feedback, and best practices. They see the potential, not the obstacle; they find productivity vs. activity, etc—in essence, they are the practical translation of the premise that certain social behaviors are contagious and drive behavior and thinking in others.

One other thing I’ve noticed is that the relationships are genuine which increases ownership and interest level. That key element plays a significant role in how they interact and as a result, how they perform.

What is your view on the element of “social contagion” in the workplace? Does high energy, strong performance and drive breed similar behavior? Can a company inadvertently squelch drive and positive behavior? And how does an organization cultivate the right environment to encourage success versus defeat?