You’ve encountered both kinds: the
excellent salesperson who seems to perform
effortlessly, naturally and productively; and
the average salesperson who, sometimes,
appears uncomfortable, awkward and lessthan
confident. What makes “excellent”
salespeople excellent? What differentiates
them from “average” salespeople? Is it
attitude? Skill? Could it simply be luck?
Are there identifiable characteristics that
define excellent salespeople and set them
apart from the rest of the pack? Here are
four characteristics of excellent salespeople:
Motivation. Average salespeople sell to
live. Excellent salespeople, however, live to
sell. They truly love “selling.” And, they do it,
not because they have to…to earn a living,
but because they want to. They are energized
by the process of identifying, seeking out,
and engaging prospects as well as qualifying
opportunities, crafting solutions, and closing
sales. For them, selling is more than a daily
challenge to face; it’s a puzzle to solve…a
game to win. And the commission they earn,
while important, is a supplemental reward
to winning the game.
Perspective. Average salespeople tend to
view each potential sale primarily from a “mecentered”
perspective. Excellent salespeople,
in contrast, are firmly customer-centered.
Their focus is to not only provide prospective
customers the best possible product or
service, but to provide the best possible
experience throughout the process. Their
concern for prospects’ goals being fulfilled and
their respect of prospects’ points of view are
genuine…not the manifestation of a strategy
or technique designed to facilitate compliance.
Commitment to Skill Development.
Average salespeople get by with the skills
they originally brought to the job. Excellent
salespeople, on the other hand, have made
a commitment to ongoing improvement.
For them, “good enough” is never good
enough. To ensure that they continue to win
124 TAMPA BAY MAGAZINE | MARCH/APRIL 2018
the game, they continually hone their skills.
“Learning from experience” is deliberate.
Commitment to Process Improvement.
Average salespeople continue to do what
they have always done. Excellent salespeople
recognize that excellent results are only
achieved by implementing their well-honed
skills within the framework of well-designed
systems. They continually strive to improve
and perfect the strategies and processes
they employ. For them, nothing is left to
chance. There are no wasted motions. They
have elevated the tasks of asking questions,
analyzing customers’ and prospects’
requirements, and crafting and presenting
best-fit solutions to that of an art form.
So, what makes “excellent” salespeople
excellent? They have a somewhat different
state of awareness about selling than
average salespeople. They have a greater
concern for the prospects and customers
with whom they interact, the products and
services they deliver, and the manner by
which they do both. While their successes
are noteworthy, their excellence is defined
not by those successes, but by the manner
in which they achieved them.
EDITOR’S NOTE: Sandler Training
provides proven, effective sales, corporate
and management training to high-achieving
companies and individuals throughout
Tampa Bay. Call Jim Marshall or Clint
Babcock at (813) 287-1500.
ARE YOU AN EXCELLENT
- OR AVERAGE -
SALESPERSON?
By Jim Marshall and Clint Babcock
Sandler Training
of Tampa Bay