The 8 Habits of Successful Sales People Who Achieve Consistent Results

Talent Management the words on every Sales Leaders lips as the shortage of highly skilled, ‘ready to work’ team members continues into 2024.

Rather than approaching talent management from a sales leadership perspective, we're zooming in on what sets apart high-performing individual salespeople to help sales leaders really identify who will best fit into their teams.

Here are eight key traits we consistently observe in high-performing sales champions:

1. Expanding Reach: Successful salespeople don't just make cold calls; they strategically expand their reach through networking, content creation, internal relationships, and referrals. The ability to increase influence and network size opens doors to new opportunities.
2. Customer-Centric Approach: Before showcasing their brand or business, top performers invest time in understanding the customer's problems or opportunities. They ask questions, actively listen, and tailor their responses to demonstrate genuine care and understanding.
3. Expert Objection Handling: Objections are part of the game, and great salespeople handle them with finesse. Utilizing structured frameworks like "Feel, Felt, Found," they address objections by acknowledging feelings, offering relatable examples, and presenting solutions.
4. Reaching Decision Makers: Successful salespeople understand the importance of engaging with decision makers early in the process. They avoid relying on internal champions to sell their solution and actively position themselves in front of ultimate decision makers, contributing to the success of their internal contacts.
5. Contributing to Team Success: While not necessarily the most social team players, high-performing individuals contribute to team success by engaging with colleagues, offering assistance, and sharing perspectives. This collaborative approach enhances their own learning and strengthens team dynamics.
6. Continuous Learning: The best never stop learning. They embrace new technologies, sales methodologies, and industry trends. By keeping an open mind and staying informed, they adapt to changing landscapes and avoid falling into the trap of outdated habits.
7. Focused Metrics: Rather than drowning in a sea of metrics, successful salespeople focus on a select few, such as customer meetings, proposal volume, active pipeline size, close rates, and actual sales results. This streamlined approach keeps them attuned to their game plan and enables quick course correction when needed.
8. Customer Focus: Customer success is their North Star. They stay on top of their customers' journeys, anticipating roadblocks, understanding objections, and ensuring that the customer's success is at the forefront of their interactions.

Listen to the podcast: The 8 Habits I See in Successful Salespeople Who Deliver Consistent Results

As a Sales Leader, assessing your team against these traits can pinpoint areas for improvement. Encourage self-rating among your team members and set achievable goals. Addressing these key areas can lead to a more cohesive, high-performing sales team.

In conclusion, remember that these traits are not exhaustive, and successful salespeople may excel in other areas. Tailor your approach based on your team's unique strengths and challenges.

Eager for more insights?

I've got so much more to share with you on the Stronger Sales Teams Podcast – with new episodes dropping weekly, listen in today!

About the Author

Hi, I’m Ben

I’m a builder of incredible sales teams, trainer, coach and an avid believer that the best sales leaders are constantly sharpening their tools to achieve an ‘edge’.

[email protected]