8 Things The Top 1% Of Sales Reps Do Differently

#1: They Closely Manage Their Time

Time is always limited.

• The top 1% prioritize their best leads

to improve the end results and

maximize every minute of their time

spent working each lead.

• The reps know exactly what they’re

going to do at every step of the way

throughout the deal.

Million Dollar Insights

#2: They Keep Their Stress

Levels Under Control

Calm, cool and collected.

• The top reps are confident in their

abilities, so they don’t get as

stressed out as other reps.

• They know which deals will close

and when, and they’re not often

surprised by the outcome.

• They always act calmly and work

well under pressure.


#3: They Ask Effective and

Challenging Questions

The right questions at the right time.

• The best 1% ask questions to draw out

prospects, gain their trust, and get

information needed to close the deal.

• These questions helps sales reps get to

the root of a buyer’s problems and work

with their needs so they can offer their

product as a solution to their problems.


#4: They Understand the

Buying Process

Follow the buyer’s lead.

• Great reps know their company’s sales

process, but they think about the sale

from the specific buyer’s perspective.

• They guide buyers to the point that

they’re ready to buy and understand

that some prospects need time, while

others will buy very quickly.


#5: They Compare and Contrast

Their Product vs. Competitors

Research competitors.

• The best reps not only know their own

product thoroughly, they also know the

competition’s products.

• This helps reps beat out the competition,

because they can easily point out

weaknesses in a competitor’s product.

• Extensive knowledge of the competition

allows them to outsell at every turn, and

win more deals.


#6: They Are Able to Walk

Away When Necessary

Stop chasing reluctant prospects.

• The best reps are able to tell when a

prospect isn’t going to convert and

they are willing to walk away.

• They waste less time selling to

disinterested buyers, and instead

focus all of their attention on winning

deals that are the most likely to close.


#7: They Never Stop Learning

Always work to improve.

• Great sales reps are always reading

sales books, learning new skills, asking

for coaching, and improving their own

selling abilities. They are always

striving to do better.

• This work ethic pays off and results in

sharper selling skills and improved win

rates across the board.


#8: They Have an Insatiable

Drive to Win

Feel the need to win.

• The top reps have incredible drive that

pushes them to win the most deals

and beat out everyone else.

• These reps are competitive people at

heart. This innate ambition and need

to win means they’re never happy

unless they’re at the top of the sales

leaderboard.


For more on what makes a great sales rep,

Check out our full study.

Thank You!

http://learn.insightsquared.com/Great-Rep