Top 10 Characteristics of Top Performing Sales People
- Excerpts from Coaching Sales People Into Sales Champions by Keith Rosen
- Are constantly learning and investing in themselves
- Are masterful communicators
- Are creative – able to create new solutions and possibilities
- Develop a positive and healthy attitude
- Are passionate about what they do and deliver unconditional value to their clients for the joy of it
- Create an experience that allows for the sale to occur – adds value, focused on them
- Are responsive, proactive, highly adaptable and flexible rather than reactive
- Exemplify what their customers want most: leads with integrity, honesty, authentic, resourceful, solution driven, reliable, available
- Are process driven – have goals, a system to manage their sales process, personal vision
- Are masters of priority management and are organized
Assess Yourself
Low High
- I am constantly learning and continually invest in myself professional and personal development 1 2 3 4 5
The books or CDs I have listened to or read this year?
2) Are Masterful communicators - I regularly practice asking 1 2 3 4 5
questions and practice effective listening
3) I am creative – I spend time imagining and visualizing 1 2 3 4 5
new possibilities or ways to solve problem
4) I work to keep a positive and healthy attitude 1 2 3 4 5
The books or CDs I have used to develop my attitude this year?
5) I am passionate about my work and adding value 1 2 3 4 5
Things I do to add value to people’s live at work and outside of work?
6) I create experiences that allows for the sales occurs 1 2 3 4 5
Gets few objections or delays, is not often told lost deal on price
7) I am responsive, proactive, highly adaptable and flexible 1 2 3 4 5
not reactive – is not upset by change, anticipates obstacles
8) I Show integrity, honesty, am authentic – do not put on a pose 1 2 3 4 5
8b) I am resourceful, solution driven, responsive – do not rely on 1 2 3 4 5
I do not rely on product, solution or price to win the business
9) I am process driven - I have set personal sales goals and read often 1 2 3 4 5
Am competent in the selling system and have mastered the process 1 2 3 4 5
Effectively use the sales tools given me such as CRM, templates 1 2 3 4 5
10) I am a master of priority management - know my daily priorities, creates
a daily schedule and agenda, I am prepared 1 2 3 4 5
I am organized with paper work and am on time for meetings, etc. 1 2 3 4 5
A score of 42 is average. Anything below 42 means you have a lot of work to do. Average loses many sales to those who pursue excellence.
A score of 56 or higher means that you are working to be the best you can be. Identify the 1, 2, and 3s as areas to focus on improving this year.
The things that I am going to do in the next 6 months to improve my performance are:
How I will measure my success in developing these skills:
I will share these goals with:
