11 Traits of High-Performing Salespeople

Ever wondered if you've got what it takes to crush it in sales? To be THAT sales rockstar? You might look at some salespeople and think, "Pff, I could totally do that." Over the years, and having managed various sales teams, in my experience, the following traits constantly keep popping up in TOP performers — the lowest common denominators of success - if you want to call them that way. Don't be fooled, there’s a huuuuuge gap between the average salesperson and the rockstars who consistently hit their targets.

So what sets the top performers apart? IMO, here are 11 traits that help them stand out....

#1 Always Prepared Top salespeople know that preparation is everything. They don't wing it—they know their SH*T (their products, their competitors, and their customers' pain points) like the back of their hand. Sure, they don’t stick to a script, but they sure do practice enough to nail the key points they need to make.

#2 Super Likable No matter how good your product is, people won’t buy from you if they don’t like you. But first, let's make sure we're not confusing "they like me because I crack a joke or two" with "they like me because I know my SH*T". The best salespeople know how to build rapport and find ways to connect with prospects. Understand the client's pain points. They don't just leave it to chance—they listen carefully and make sure they’re relatable. There's a great article on this by the Harvard Business Review - https://hbr.org/2019/03/salespeople-stop-worrying-about-being-liked

#3 IN IT TO WIN IT Sales is tough, and it takes a lot of hustle and energy. Whether it’s being driven to be the top rep, earn more, or land that next promotion, successful salespeople have the motivation to push through long days and tough challenges. They’re always aiming to win.

#4 Empathetic Being able to put yourself in the customer’s shoes is huge. The best salespeople get where their prospects are coming from, and they adjust their pitch to meet those specific needs. This ability to connect on a deeper level helps build trust and make deals happen.

#5 Positive & Upbeat If you’re not excited about what you’re selling, why would anyone else be? Top salespeople bring enthusiasm to the table, EVEN when things don’t go their way. They maintain a positive attitude, which makes them magnetic to clients and keeps them going strong. Here're 12 tips for staying positive by Dan Tyre , former Exec at Hubspot.

#6 Great Listener Listening is key in sales. You’ve got to understand your prospect's needs and spot potential objections; before they come up. The best salespeople know how to listen more than they talk. There's a super interesting article written by Devin Reed on this; also ahighlighting that women rock at this skill by landslide - definite must read!

#7 Sees Sales as a Service High-performing salespeople don’t just see their job as closing deals—they see it as a way to genuinely help solve problems. In fact, that's my number ONE reason for loving sales. If all you care about is hitting your number, you’ll come off as pushy. But if you focus on making sure the product is the right fit for the customer, everyone wins.

#8 Master Multitasker Sales isn’t a one-track job. Reps juggle multiple leads at different stages, and each one requires its own type of follow-up. The best salespeople can keep all these plates spinning—qualifying leads, nurturing warm ones, and closing the hottest ones.

#9 Relationship Builder A sale doesn’t end when the deal is signed. Top reps know that building long-term relationships is key for future business, upsells, and positive reviews. They stay in touch and make sure their clients are happy long after the initial sale.

#10 Honest Nobody likes a shady salesperson. Lying to close a deal will only come back to bite you later. High-performing reps keep it real with their customers, ensuring the right fit and avoiding future headaches from unhappy clients.

#11 Never Assume 'nough said!

Wrapping It Up No human is like any other - the same applies to sales people. Every salesperson has their own style. Some are better at sourcing the opportunity whilst some are better closing the deal. But, the stand out performers always worked on the lowest common denominator - 11 traits that made them the best of the best. But remember, authenticity matters! Don’t try to copy anyone else’s approach exactly. Instead, focus on developing these traits in a way that fits who you are, and you’ll be well on your way to success.