Sales Tip #588 From The Sales Doctor
7 Winning Attributes of Top-Performing Salespeople: Part 2
The remaining four of seven Winning Attributes of Top-Performers are listed below. How do you measure up?
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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