This research that was conducted by ValueSelling Associates and Selling Power uncovers the mindsets, attributes, and behaviors of top-performing salespeople.
1. Communicating Value
Top sales performers take a value-based selling approach that focuses on helping prospects understand the value gained from the product or service and through each interaction during the sales process. They are skilled at artfully quantifying the high-level value proposition for each prospective customer, drilling down from the generic promise, and tying it to the buyer’s unique challenges and priorities. High performers also recognize that conversations rooted in metrics, objectives, and goals help them identify where their value proposition creates real business impact for the buyer.
2. Asking Questions and Actively Listening
Sales leaders report that their best salespeople ask relevant, targeted questions throughout every sales conversation to gain a deeper understanding of the customer’s point of view. Active listening is another critical skill that top performers possess. After asking questions, they engage with verbal and nonverbal cues (i.e., facial expressions and seating position), as well as confirm and clarify what they’ve heard.
3. Practicing Empathy
Top performers know how to strike a balance between empathy and ego. They establish a clear need for their product or service by understanding the buyer’s needs, and they do it without arrogance. The opposite of an empathetic top performer is someone who is focused only on pitching and demonstrating their product or solution, regardless of the prospect’s situation.
4. Using a Sales Methodology
Sales leaders agree that having a consistent methodology across the organization is critical to building a team of top performers. A methodology creates a common skillset, toolset, and mindset around the sales process. Top performers align their activities with the sales methodology and know what it takes to uncover whether an opportunity is qualified. They don’t waste time pursuing unwinnable opportunities.
5. Building a High-Caliber Pipeline
Top performers are rigorous about prospecting and know what it takes to reach the right people, with the right message, at the right time to build a solid sales pipeline. These high-performing sales reps possess a mindset, supported by key skills – time management, identifying goals and objectives, overcoming obstacles, and making phone calls. They also maintain a disciplined prospecting cadence.
6. Staying Open to Coaching and Development
Top sales performers love to learn and are open to feedback. When it comes to hiring them, sales leaders should look for signs of a learning mindset: Do they invest in their personal development outside of work? Do they believe there is always more to learn? Are they willing and able to effectively self-evaluate their strengths and areas for development?
7. Dealing with Adversity
Objections are a core part of being in sales, and those who can persevere through it are the most successful. When top performers face adversity, they are resilient and look for the lesson. They don’t take rejection or adversity personally.
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