We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal with things that can be replicated such as behaviors and activities. Here are five common habits that top performing salespeople do on a consistent basis.
1. Stellar salespeople do things this year to make money next year
It’s been said that for most people, long-term planning is who they’re going out with on Friday night. Top-performers understand the importance of thinking beyond immediate gratification and focusing on long-term success. While many individuals may prioritize short-term gains or instant rewards, top performers have a vision for the future and are willing to invest time and effort in activities that may not yield immediate results. They recognize that success is a journey, not a destination, and they are committed to laying the groundwork today for tomorrow’s achievements.
By taking a proactive approach to long-term planning and preparation, top performers enter each new year with confidence in their ability to exceed expectations and achieve their goals. They understand that success is not a matter of luck but a result of careful planning, hard work, and strategic execution. With a referral network twice the size of the previous year, they have a solid foundation upon which to build and grow their business, making sales quota attainment a mere formality rather than a source of concern.
Reflective question: What are you doing right now that will pay off next year?
2. They expand the sales process
Stellar salespeople understand that every sales situation is unique, and there’s no one-size-fits-all approach to success. While some sales methodologies advocate for a rigid step-by-step process (such as “ABC123”), top performers recognize the importance of flexibility. They tailor their approach to each individual prospect, taking into account factors such as personality, preferences, and specific needs. By adapting their strategy on the fly and remaining agile in their approach, they can effectively navigate complex sales scenarios and build stronger relationships with their clients.
So instead of trying to excel in every aspect of the sales process, top performers focus on leveraging their strengths to their advantage. Whether it’s their exceptional presentation skills, persuasive communication style, or masterful negotiation tactics, they identify the areas where they shine and prioritize honing those skills even further. By playing to their strengths, they can differentiate themselves from the competition and deliver exceptional value to their clients.
Reflective question: What new sales book have you read lately?
3. They are honest with their sales manager about their developmental needs
Many underperforming salespeople have a contentious relationship with their sales manager. They spend much of their time making excuses for lackluster performance. Not superstars. Instead, they are open and honest about where they need help. One of the key traits that distinguishes top performers from underperformers is their coachability. While underperformers may resist feedback or guidance from their sales manager, top performers embrace it with humility and a growth mindset. They understand that even the most successful salespeople have room for improvement and are eager to learn from others. By remaining receptive to feedback and willing to implement suggested changes, they demonstrate their commitment to personal and professional development. Instead of a boss/employee relationship, top performers have a true partnership with their sales manager which yields them exceptional returns.
Reflective question: What is the nature of your relationship with your sales manager?
4. They prioritize their activities
Everything is not important. Top sales performers don’t say “yes” all the time. They know when to say “no” and when to say “not now”. It’s called Selective Prioritization. Sticking with the essentials drives them to their personal goals – far above the goals the company has set for them. They are willing to turn down another offer to attend a leads group if they know they have not had success in the past. They stick to what works and evaluate how to expand on that success. In addition, they realize that not every lead or opportunity is worth pursuing. By saying “no” or “not now” to certain prospects or activities, they can focus their time and energy on those that align closely with their goals and have the highest potential for success. This selective approach allows them to allocate resources effectively and maximize their productivity.
Reflective question: How disciplined are you at saying “no” to things that do not move you towards your goals?
5. Stellar salespeople draw from external sources of motivation
Motivation is desire and action coming together. Stellar salespeople understand that motivation is not static; it requires ongoing nourishment and reinforcement. They actively seek out sources of inspiration and motivation, such as motivational books, videos, seminars, and podcasts. By immersing themselves in content that uplifts and empowers them, they can replenish their motivation reserves and stay energized and focused on their goals. They also spend time with people who are at least equally, if not more successful. They get inspired, challenged and encouraged by them and don’t allow the wrong kinds of negative influences to zap their motivation – negative people, toxic news stories, or self-defeating thoughts from the past.
Top performers understand the importance of setting clear, compelling goals to fuel their motivation and drive their actions. They regularly revisit their goals, breaking them down into smaller, actionable steps and celebrating their progress along the way. By anchoring their motivation to specific objectives and milestones, they create a sense of purpose and direction that propels them forward even in the face of challenges.
Reflective question: What resources do you utilize to keep you at peak motivation?