3 Surprising Insights on “The New High-Performing Seller” from Gartner 2024 Research

Gartner has released new research on high-performance sales, and there were a few surprises and a good reminder that the sellers toolkit for 2025 has changed. ?

1000 B2B Sellers and 200 B2B Sales Leaders were surveyed to get the low down on the new high-performing seller.???

The punchline: the research identified three key competencies for high-performance sales:???

1. Mentalising

Sellers who excel at mentalising are 2.9 times more likely to meet or exceed their quotas.??

Mentalising is the ability to pick up on verbal and non-verbal cues, helping sellers better understand and predict buyer behaviour. It includes key skills like active listening, empathy, and perspective-taking.??

Sellers who excel at mentalising have a greater understanding of the buyer’s mindset; they can better anticipate objections and align solutions that resonate.?

2. Tactical Flexibility

Sellers with high tactical flexibility are 3.4 times more likely to meet their quota.??

As we've all witnessed, the business landscape is a whirlwind of change. The ability to adapt to these changes, be it internal or external, and the evolving needs of buyers during the sales cycle is not just a skill but a necessity.???

High-performing sellers demonstrate tactical flexibility by experimenting with different approaches and being agile in response to buyer needs, including learning agility and shifting tactics based on real-time feedback.??

Sellers with high tactical flexibility can pivot during the sales process and take a new approach, adapting to changing needs. ?

3. AI Partnership

Whilst it’s no surprise that high-performing sellers are leveraging AI, what was a surprise is how many sellers (80% of high-performers) are already steaming ahead and the dramatic increase in quota overachievement for those that are embracing AI.??

Those who are proficient in AI partnerships are 3.7 times more likely to exceed their quotas.?

High-Performing sellers are leveraging AI to enhance productivity, streamline tasks like data gathering and call summarisation, and personalise client communications. AI gives sellers a productivity boost and the ability to spend more time with the client.??

You can read the full Gartner New High-Performing Seller report here.

Want More Insights??

On our Redefining Sales podcast, we sat down with Darren Fleming, renowned behavioural scientist and author of Mindset Mastery. Darren shares actionable strategies for achieving optimal focus, overcoming self-imposed limitations, and integrating mindset principles across organisations.?