10 Essential Things Top Salespeople Do Differently

Inside the sales job, top salespeople do some essential things that set them apart from the pack. These successful people in sales positions have mastered the skills and the art beyond ordinary persuasion.

It is a fact that salespeople are the major revenue drivers that keep the organization in a constant flow of income. And any business that has deficiencies in its sales team is heading towards a loom and an endless financial crisis.

This episode of the Inside Sales Series explains the essential things top salespeople do differently and what makes them top performers, among others. Keep your mind open as you read the preceding lines.

10 Essential Things Salespeople Do Differrently
10 Essential Things Salespeople Do Differently

10 Essential Things Top Salespeople Do Differently

Top salespeople often distinguish themselves by their unique approach, mindset, and strategies. Here are 10 essential things top salespeople do differently from the rest:

  1. Goal Setting and Accountability
  1. Continuous Learning
  1. Understanding of the Product/Service
  1. Building Relationships:
  1. Effective Communication Skills
  1. Active Listening:
  1. Problem-solving Skills
  1. Persistence and Resilience
  1. Effective Time Management
  1. Adaptability

1. Goal Setting and Accountability | Essential Things Top Salespeople Do

They set ambitious yet achievable goals for themselves and hold themselves accountable for their performance. Top salespeople intentionally sit to plan, set targets, and forecast their sales activity. They track their progress, celebrate successes, and analyze areas for improvement to continually raise the bar.

2. Continuous Learning

Top salespeople are lifelong learners who actively seek out opportunities to improve their skills and knowledge. They attend workshops, read industry publications, and seek feedback to refine their approach and stay competitive.

3. Understanding of the Product/Service

They invest time and effort into thoroughly understanding the features, benefits, and value propositions of what they are selling. This knowledge allows them to effectively communicate with potential customers and address their needs. This knowledge of the products and services enables them to confidently do the sales presentation and answer objections very well.

4. Building Relationships | Essential Things Top Salespeople Do

Salespeople at the top prioritize building strong relationships with their clients based on trust, honesty, and reliability. By establishing rapport and demonstrating genuine interest in their customers’ success, they create long-lasting partnerships. These relationships are two-way benefits to the salesperson and the customer or prospect.

5. Effective Communication Skills

Top salespeople are adept communicators who can convey their ideas clearly and persuasively. They use language effectively to articulate the benefits of their product and overcome objections. Open and close questions, storytelling, and demonstration are what successful salespeople use to present their ideas to prospects who eventually become customers and referral agents.

Related | Crucial Communication Mistakes Top Salespeople Avoid

6. Active Listening

Rather than focusing solely on pitching their product, top salespeople actively listen to their customers. They pay attention to their concerns, preferences, and pain points, allowing them to tailor their pitch to meet the customer’s specific needs.

7. Problem-solving Skills | Essential Things Top Salespeople Do

Sales often involve navigating complex challenges and objections. Top performers excel at problem-solving, thinking creatively to overcome obstacles and find solutions that meet both their customers’ needs and their own goals.

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8. Persistence and Resilience

Rejection is a common part of sales, but top performers don’t let it deter them. They are persistent in their efforts and resilient in the face of challenges, continually seeking out new opportunities and learning from setbacks.

Related | Inevitable Sales Setbacks Salespeople Meet And How To Overcome Them

9. Effective Time Management

They understand the value of their time and prioritize tasks that have the greatest impact on their sales goals. They efficiently manage their schedules, focusing on activities that generate the highest ROI. By managing their time effectively, top salespeople can swiftly qualify prospects and leads, which makes the conversion process very easy and effective.

10. Adaptability | Essential Things Top Salespeople Do

Sales environments are constantly evolving, and top salespeople are adaptable to change. They stay updated on industry trends, embrace new technologies, and adjust their strategies accordingly to stay ahead of the curve.

By embodying these essential qualities and behaviors, top salespeople consistently outperform their peers and drive success for themselves and their organizations.

Things Top Salespeople Do Differently
Things Top Salespeople Do Differently

Understanding The Essential Things Top Salespeople Do Differently

Primarily, what separates the top successful salespeople from the crowd centers around these two basic factors.

  1. The personality factor:
  • The sales-marketing orientation factor:

1. The Personality Factor: Things Top Salespeople Do Excellently

The sales job is not for the weak and the timid mind. It requires energy and people who command positive vibes and influence. Top salespeople do find out how they can improve their personal growth and development in alignment to their sales career.

People who have the traits of easily building rapport and making meaningful connections can effectively succeed in sales job. Carrying empathy and understanding the needs of others will help a salesperson identify and suggest a product as a solution. This is one of the things top salespeople do differently.

2. The Sales–Marketing orientation factor:

Top performers in sales have an in-depth orientation about the difference between sales and marketing. Sales and marketing are two closely related yet distinct functions within a business, each serving unique roles in the process of acquiring and retaining customers. Individuals in sales who lack these differentiations will be doing the right thing at the wrong place and time.

Here’s an explanation of the key differences between sales and marketing:

1. Focus and Goals:

Sales: The primary focus of sales is on the direct exchange of goods or services for money. Sales teams are responsible for closing deals, converting leads into customers, and maximizing revenue for the company. Their goal is to drive immediate transactions and meet sales targets.

Marketing: Marketing, on the other hand, is focused on creating awareness, generating interest, and building relationships with potential customers. It encompasses various activities such as market research, advertising, branding, and public relations. The goal of marketing is to attract and engage prospects, ultimately driving demand and nurturing leads for the sales team to convert.

2. Timeline and Interaction:

Sales: Sales interactions typically occur on a one-on-one basis between a salesperson and a prospect or customer. These interactions are often more immediate and transactional, with the salesperson guiding the prospect through the purchasing process and addressing their specific needs and objections.

Marketing: Marketing efforts are broader in scope and often occur over a longer period of time. Marketing activities aim to reach a wider audience through channels such as social media, email campaigns, content marketing, and events. The goal is to build brand awareness and interest among potential customers, nurturing them through the sales funnel until they are ready to make a purchase.

3. Relationship with Customers:

Sales: Sales teams focus on building and nurturing individual relationships with customers. They provide personalized assistance, address customer concerns, and offer solutions tailored to their needs. Salespeople often play a crucial role in maintaining customer satisfaction and loyalty.

Marketing: Marketing activities are more about creating a favorable perception of the brand as a whole than building individual relationships. Marketing campaigns aim to position the company as a trusted authority in the industry, fostering brand loyalty and affinity among target audiences.

4. Metrics and Measurement:

Sales: Sales performance is typically measured by metrics such as revenue generated, number of deals closed, conversion rates, and customer acquisition costs. These metrics directly reflect the success of the sales team in driving revenue and achieving sales targets.

Marketing: Marketing success is evaluated based on metrics such as brand awareness, website traffic, lead generation, engagement rates, and customer lifetime value. These metrics provide insights into the effectiveness of marketing campaigns and their impact on overall business objectives.

Conclusion: Essential Things Top Salespeople Do Differently

Sales is about closing deals and driving immediate revenue, while marketing is about creating awareness, generating interest, and nurturing relationships with potential customers over time. Both functions are essential components of a comprehensive go-to-market strategy, and their collaboration is critical for achieving business success.

Written & Edited By:

Arthur Kwame Philip

Arthur Kwame Philip

Digital Marketer || Entrepreneur || Social Activist || Educationist || Social Media Enthusiast||

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1 Response

  1. April 2, 2024

    […] >>> Read Episode 01 of Inside Sales Series Here | 10 Essential Things Top Salespeople Do Differently <<< […]

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