Sales is a highly competitive industry. It’s a sobering thought to consider that only 55% of salespeople meet their quotas and only 37% do it consistently?

So, if you want to be on the top of that mountain and be a top-performing sales professional, what are the things you need to do? My years of experience helping clients identify the 20% that are true sales rockstars have taught me that it’s not just about putting in more hours and the extra effort. It’s more than that. While some things that make some sales reps better than others may be intangible, as sales recruiters we’ve seen common qualities separate the quota makers from the quota fakers.

I decided to dip into this topic and look for statistics to back up the actions, strategies and tangible traits of top sales reps. Below are the 6 things top-performing sales reps always do when working with prospects and existing customers. 

Top Salespeople Close More Deals

No surprise here. The best reps are the ones who consistently close more deals and make quota. But, what’s the difference between a top rep and an average performer? About 10%. According to Saleshigher.com, the best sales reps close 30% of deals, while average reps close about 20%. 

They Are First To Connect and Respond

Top sales reps act swiftly. They are quick to connect and respond to customers. It’s estimated that 30-50% of sales go to a company that responds first. Top reps prioritize responsiveness and availability. 

The Best Sales Reps Are Persistent

Top-performing sales reps don’t give up too early on prospects. Research suggests that 92% of sales reps give up after the 4th follow-up. However, 80% of prospects say no at least four times before saying yes to a sales solution. 

Most reps give up way too early – 44% of sales reps give up after 1 follow-up. Having a detailed sales process that includes multiple follow-ups ensures you perform your diligence with all prospects. 

The Leading Sales Professionals Get Social 

Social media is a great source of leads. It also is another touchpoint to connect with prospects and offer assistance. It’s estimated that 78% of salespeople using social media outsell their peers. This is proof that social selling works. It can be a strong source of new leads. 

Top Reps Leverage Referrals Effectively

Referrals are one of the best ways to find new leads. Top reps prioritize referrals. Those who seek out referrals and have a referral program in place earn up to 5 times more leads than those who don’t. 

Top Performing Salespeople Prioritize Training and Professional Development

The top reps are students of the game. They are always looking for new ways to improve their skills and add more knowledge. Continuous learning gives them an edge over others. Continuous training also leads to more sales. Reps that invest in training have 50% higher net sales per employee. 

A Final Word On Top Performing Sales Reps

If you want to be a top-performing salesperson, you need to be willing to do what others don’t. You need to focus on improving yourself, trying new things, and building connections with your customers in unique ways. 

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