Success in sales should be judged over the long haul.
Anyone can have a great year by being in the right place at the right time, with the right product or service, at the right price. I’ve even seen salespeople who I wouldn’t consider particularly skilled at selling string several good years together.
But consistent sales performance over time is different.
When looking at the behaviors of top sales producers, it’s important to separate the lucky from the truly skilled. The best salespeople consistently create results because they have developed the habits, mindset, and sales behaviors that support long-term success.
Here are five behaviors I consistently see in top sales performers:
1. Highly Competitive
You could argue that this is more of a mindset than a behavior, but top producers want to win.
It doesn't matter whether you think it's a competition. They do.
Interestingly, the person they're competing with most fiercely is often themselves. They're constantly looking for ways to improve their sales performance, productivity, skills, and results.
Top producers don't just want to win. They expect to.
2. Relentless Follow-Up
Great salespeople understand that the first conversation is rarely the last conversation.
Top producers don't give up simply because a prospect doesn't respond right away. They have a consistent sales follow-up process and stay connected without becoming pushy or annoying.
They understand that opportunities can take time to develop, and they don't abandon qualified prospects simply because the sale doesn't happen immediately.
Consistent follow-up creates opportunities that inconsistent sellers leave behind.
3. Consistent Prospecting
One of the easiest ways to spot a top sales producer is to look at their prospecting habits.
Top performers consistently invest time and energy into finding new prospects and creating new sales conversations. They understand that today's sales results depend on yesterday's prospecting activity.
Even when they're busy.
Even when the pipeline looks good.
Even when they have plenty of opportunities in front of them.
They keep prospecting.
They don't wait until the pipeline is empty to start filling it.
4. Active Network Builders
Top producers don't just have large networks. They have engaged professional networks.
They consistently look for ways to help others, make introductions, provide referrals, and strengthen relationships. Over time, those relationships create new opportunities and become an important part of their sales prospecting strategy.
Networking isn't something they do only when they need business.
They build relationships before they need them.
5. Plan the Work and Work the Plan
Top producers have a plan.
They know what they need to accomplish monthly, weekly, and daily to reach their sales goals. They understand their numbers, their activity levels, their pipeline, and the behaviors that drive their results.
They don't leave their sales performance to chance.
In fact, their personal goals are often more aggressive than the quotas set by their companies.
They don't just have sales goals. They have a process for achieving them.
What Do Top Sales Producers Have in Common?
There are certainly more than five behaviors that contribute to long-term sales success, but these are five that consistently stand out:
Competition. Follow-up. Prospecting. Networking. Planning.
The common thread? Consistency.
Top salespeople don't rely on luck, motivation, or a great month. They develop sales habits and follow a process that allows them to create results again and again.
What would you add to the list? What do you think separates top sales performers from everyone else?
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Sales Training & Coaching in Denver
Chuck Terry, Sandler Denver, is a sales training expert who works with sales professionals, business owners, and sales leaders to improve sales performance, prospecting, sales skills, pipeline development, follow-up, and sales accountability.
Sandler Training in Denver provides sales training, management and leadership training, and professional development for individuals and organizations. Let us know how we can help your team.
