{"id":935,"date":"2017-05-09T09:36:36","date_gmt":"2017-05-09T13:36:36","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/5-ways-top-performing-salespeople-are-different-from-the-rest\/"},"modified":"2022-02-24T19:39:33","modified_gmt":"2022-02-24T19:39:33","slug":"5-ways-top-performing-salespeople-are-different-from-the-rest","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/5-ways-top-performing-salespeople-are-different-from-the-rest\/","title":{"rendered":"5 Ways Top Performing Salespeople Are Different From the Rest [Video]"},"content":{"rendered":"<p><iframe allowfullscreen=\"allowfullscreen\" src=\"https:\/\/www.youtube.com\/embed\/2levjLyJFCE\" data-rocket-lazyload=\"fitvidscompatible\" frameborder=\"0\" height=\"315\" loading=\"lazy\" src=\"about:blank\" width=\"560\"><\/iframe><noscript><iframe allowfullscreen=\"allowfullscreen\" frameborder=\"0\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/2levjLyJFCE\" width=\"560\"><\/iframe><\/noscript><\/p>\n<p>Great salespeople do more than just consistently drive profitable revenue for their employers. They inspire confidence in customers and partners, increase brand trust, and contribute to a positive company culture.<\/p>\n<p>And, these salespeople are rare, representing only 10\u00a0to 15 percent of the sales population.<\/p>\n<p>If you want to accurately identify these top salespeople\u00a0in an interview you need to know:<\/p>\n<ul>\n<li>What makes these salespeople so great?<\/li>\n<li>What separates them from the rest?<\/li>\n<\/ul>\n<p><span id=\"more-14899\"><\/span><\/p>\n<p>That\u2019s why Peak\u2019s research group <a href=\"\/anatomy-of-top-performing-salesperson-infographic\/\">conducted a study on the behaviors and characteristics of top performing salespeople<\/a>. We asked top, average, and poor performers about their day-to-day behaviors and characteristics to determine what gives top salespeople\u00a0their competitive edge.<\/p>\n<hr\/>\n<h2><img alt=\"Characteristics and Behaviors of Top Salespeople Study\" class=\"size-full wp-image-14902 aligncenter\" decoding=\"async\" fetchpriority=\"high\" height=\"142\" sizes=\"(max-width: 600px) 100vw, 600px\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Sigstr-Top-Sales-Person-Study2.png?strip=all\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/Sigstr-Top-Sales-Person-Study2.png?strip=all 600w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_Sigstr-Top-Sales-Person-Study2-300x71.png 300w\" width=\"600\"\/><\/h2>\n<hr\/>\n<h2>In this video we\u2019ve compiled the top 5 ways top performing salespeople are different from the rest:<\/h2>\n<h3>1. They spend their time selling<\/h3>\n<p>Peak\u2019s survey found a major differentiator in how the best salespeople spend their time. While top performing salespeople \u2013 those who met or exceeded quota for the past three years \u2013 indicated they spend 19 to 23 hours selling per week, average salespeople only spend 14 to 18 hours, and poor reps less than 13 hours.<\/p>\n<p>These numbers demonstrate that top salespeople\u00a0are spending 36\u00a0percent more time selling than the rest.<\/p>\n<p>Evidently, the best sellers are focusing their time on the activity that directly generates revenue.<\/p>\n<h3>2. They don\u2019t give up easily<\/h3>\n<p>If you\u2019ve read Peak\u2019s eBook, <a href=\"\/sales-resources\/make-the-right-sales-hire-ebook\/\">Make the Right Sales Hire Every Time<\/a>, you know that top performers do not give up because they hav\/sales-resources\/make-the-right-sales-hire-ebook\/e a burning need to achieve, see rejection as motivation, and get excited by pressure.<\/p>\n<p>When surveyed, the majority of top performing salespeople indicated that they attempt to contact a lead nine\u00a0or more times before finally giving up on it. On the other hand, the average and poor performers indicated that they only attempt to contact a prospect five\u00a0or six\u00a0times before giving up.<\/p>\n<p>Other studies support that the top salespeople\u00a0are doing it right. According to <a href=\"https:\/\/blog.hubspot.com\/sales\/sales-statistics#sm.00001go3esgrhgcthqsaxzmjns2qv\" rel=\"noopener\" target=\"_blank\">HubSpot<\/a>, 80 percent of sales require five successful connections.<\/p>\n<h3>3. They are driven individuals<\/h3>\n<p>Several sales experts have named drive or money-motivation as the trait that sets apart great salespeople from the mediocre ones.<\/p>\n<p>When asked to rate certain characteristics from unimportant to very important to sales success, 81 percent of top performing salespeople surveyed rated \u201cdriven\u201d as \u201cvery important\u201d and listed it as the most important trait. Consequently, only 57 percent of the average and poor performers named being driven as very important to sales success.<\/p>\n<p>Drive has been named as <a href=\"\/the-traits-of-top-sales-performers\/\">the most important trait<\/a> common to the DNA of nearly all successful salespeople, and the vast majority\u00a0of top salespeople\u00a0agree with this statement.<\/p>\n<h3>4. They think critically<\/h3>\n<p>As sales continues to become more of a data science, critical thinking skills are now being named in several academic articles as an essential skill for a modern-day salesperson.<\/p>\n<p>58 percent of top performing salespeople surveyed rated \u201ccritical thinking\u201d as very important to their sales success versus only 40 percent of average and poor performing salespeople.<\/p>\n<p>Critical thinking skills will continue to become more and more important to sales success as more companies start embracing big data. The best sellers use their critical thinking skills to interpret data, analyze findings, and ultimately demonstrate value to prospects.<\/p>\n<h3>5. They are independent<\/h3>\n<p>When asked how many hours per week they spend with their top salespeople\u00a0versus average and poor performers, sales leaders surveyed that they spend 30 minutes less in contact with their top performers per week than their average or poor performers.<\/p>\n<p><a href=\"https:\/\/hbr.org\/2014\/01\/employees-perform-better-when-they-can-control-their-space\" rel=\"noopener\" target=\"_blank\">Studies<\/a> show that autonomy drives employees to happiness, motivation, and performance. The best sellers take initiative and try to solve their own problems first before asking a leader for help.<\/p>\n<hr\/>\n<p>If you want more insights on the behaviors and characteristics of a top performing sales person, <a href=\"https:\/\/hiretopperformers.peaksalesrecruiting.com\/top-salesperson-study\/\">download your free copy of the comprehensive study<\/a> on what differentiates the best sellers from the rest.<\/p>\n<hr\/>\n<p> relpost-thumb-wrapper <\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both\"><\/div>\n<div style=\"clear: both\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\"><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/b2b-sales-changing\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"evolution sales b2b change\" class=\"relpost-block-single-image\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2018\/06\/B2B-Sales-Changing-Blog-Feature-150x150.png) no-repeat scroll 0% 0%; 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height: 215px;\">\n<div aria-label=\"Motivate Sales Team Checklist\" class=\"relpost-block-single-image\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/05\/Motivate-Sales-Team-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">Motivate Your Sales Team in 2022: The 10 Point Checklist<\/div>\n<\/div>\n<p><\/a><\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/div>\n<p> close relpost-thumb-wrapper <\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display:block\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s160ampdmmamprg.jpg 2x\" width=\"80\"\/><\/div>\n<div class=\"abh_social\"> <\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ebebbtcorp-com\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><\/div>\n<div class=\"description note abh_description\"><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s80ampdmmamprg.jpg?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1_ccd08f1de76ba2f1cf820b18e69dc158s160ampdmmamprg.jpg 2x\" width=\"80\"\/><\/div>\n<div class=\"abh_social\"> <\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/ebebbtcorp-com\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/sales-follow-up-statistics\/\">31 Must-Know Sales Follow-Up Statistics for 2024 Success<\/a><span> &#8211; December 21, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/7-success-characteristics-that-define-top-performers\/\">7 Success Characteristics That Define Top Performers<\/a><span> &#8211; December 19, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/5-reasons-your-top-employees-quit-stop-doing-this-to-stop-them-leaving\/\">5 Reasons Your Top Employees Quit (Stop Doing This to Stop Them Leaving)<\/a><span> &#8211; December 14, 2023<\/span> <\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div><\/div>\n<p><span class=\"et_social_bottom_trigger\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Great salespeople do more than just consistently drive profitable revenue for their employers. They inspire confidence in customers and partners, increase brand trust, and contribute to a positive company culture. And, these salespeople are rare, representing only 10\u00a0to 15 percent of the sales population. If you want to accurately identify these top salespeople\u00a0in an interview<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/5-ways-top-performing-salespeople-are-different-from-the-rest\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;5 Ways Top Performing Salespeople Are Different From the Rest [Video]&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[14,15],"tags":[],"class_list":["post-935","post","type-post","status-publish","format-standard","hentry","category-sales-hiring-recruiting","category-sales-management"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/935"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=935"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/935\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=935"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=935"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=935"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}