7 Things That Set Apart Top Sales Performers From Others

sales performers


Sales is a challenging field with no guarantees. It’s a high-pressure industry where only the strongest thrive. But for those who are up for the challenge, the rewards are extraordinary.


Some top performers in every organization are creative and close even the tough deals, easily separating themselves from the rest. Some may have a natural talent or an outgoing personality, but what about the others? What separates them from the crowd? What are they doing that puts them on top? 


There are a few things in common:

  • A never-ending strive to be the best. 
  • They don’t back down from a challenge and always look for ways to push themselves. 
  • Their hunger for success. 

Actionable Skills for Sales Performers Success


However, there are also some things that these high achievers do differently to stay ahead of the competition. Here are seven things that top sales performers do differently:


1. Passion for the product they sell


Most people mistakenly believe that the key to success is selling products. But, success is built on product knowledge.


Top performers stay passionate about their products and take the time to learn everything about them. Having complete knowledge of how it can improve customers’ productivity financially and reduce stress and effort makes customers genuinely believe in the product. 


As a result, they make a purchase. So, it’ll make all the difference if you want to be successful, stay passionate, and have complete product knowledge.


2. Being “buyer-centric”


Putting the buyer first is more important than ever in today’s competitive marketplace. Top performers know this, and most are “buyer-centric” by adhering to five principles: 

  • Active listening
  • Being transparent
  • Solving problems rather than selling
  • Keeping up promises
  • Earning trust.

A survey taken among salespeople states that almost 81% of the top performers select the option “always” to the question, “How often are you “buyer-centric”?


Finally, top performers close more deals by taking the time to truly understand the buyer’s needs and find a way to meet those needs; top performers close more deals than others.


3. Knowing the “value of time”


Being punctual is incredibly important in the world of sales. It is a sign of professionalism and shows you are reliable and trustworthy. When meeting with a customer, a salesperson represents themselves and the company.


Top performers know this and ensure punctuality for all their customer meetings, in-house forecasting calls, and appointments with customers from different time zones, showing respect for the customer and the company. By making it a priority, they set themselves apart. 


4. Active listening and observation skills


In today’s business world, people skills are more critical than ever. Effective communication with others is essential to success, no matter your industry. This is especially true in sales, where top performers know active listening is more necessary than passive listening.


In addition, they pay attention to the customer’s body language and tone of voice, which gives them a better understanding of their needs. It helps them to know when to talk and when to listen. It also helps them understand how much information to share to establish trust and security between them and close more deals.  


5. Being calm and self-motivated


Staying calm under pressure is a vital skill for any sales professional. In the heat of the moment, it can be easy to let emotions take over and make rash decisions. However, the best salespeople know how to keep calm and think even in the most chaotic situations. 


In addition, they’re self-motivated and driven to succeed, understanding their responsibility. However, that doesn’t mean they don’t appreciate guidance and support. They, too, need a strong leader to help them reach their full potential. This balance of independence and interdependence makes them an asset to any organization.


6. Friendly at the workplace


Top performers know the sale doesn’t stop when the customer signs on the dotted line. They also know that complications and issues arise, and to keep customers happy, they need to resolve any problems that come up as quickly as possible. 


So, they maintain good relationships with their co-workers on other teams and have the backing of upper management, who can provide guidance and assistance when needed. 


As a result, when issues arise, they have a team of people behind them who are ready and willing to help. This level of support they have is a secret weapon to stay on top.


7. Continuous learning and adaptability


The sales world constantly evolves, and top performers understand the importance of continuous learning and adaptability. They stay updated on industry trends, new technologies, and best practices and always look for ways to improve their skills.


Whether attending seminars, reading books, or seeking mentorship, they never stop investing in personal and professional development.


Related: How to Build and Manage a High-Performance Inside Sales Team


In conclusion, becoming a top-performing sales rep is not easy but possible. You can also become a top performer with the right mindset, attributes, behaviors, coaching, and development to learn and adopt these seven essential points.


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