Selling is part art, part science. While some sales skills can be taught, the most successful salespeople seem to possess an innate talent. They have the right personality, attitude, and work ethic to thrive in a competitive sales environment. Sales leaders and experts have studied the habits and traits of top performers to understand what separates them from the rest. Though no two sales superstars are exactly alike, certain patterns emerge that reveal the shared "DNA" of those at the peak of the profession.
The first and perhaps most obvious ingredient in the makeup of sales stars is an insatiable drive to succeed. They are ambitious go-getters with an intense competitive spirit who are motivated by the thrill of the hunt. Mediocrity is unacceptable; they are obsessed with being number one and will work tirelessly to get there. Top salespeople set lofty goals then relentlessly pursue them. They are hungry for success and unwilling to settle for second best. As sales guru Jeffrey Gitomer remarked, the best have a “burning, obsessive, compulsive desire coupled with natural and learned skills."
This competitive drive fuels an incredible work ethic. Rising sales professionals commit to being the first one in and the last one out. They madly prospect new leads while most are winding down. Sales trainer Wendy Weiss noted top performers devote 60-70 hours a week, including nights and weekends, to learn their products, research accounts, network, make cold calls, and polish presentations. No lead or opportunity escapes their attention.
Yet these sales warriors thrive on hard work. They are motivated by achievement and inspired by bringing in big deals. As sales expert Colleen Stanley explained, high achievers “would rather compete and win than do just about anything else.” The joy of winning another sale and moving up the leaderboard keeps them hungry.
However, outstanding salespeople need more than raw ambition. Customers today expect a consultative approach focused on understanding their needs. This demands emotional intelligence (EQ) and the ability to make an authentic human connection. The best salespeople are gifted listeners who ask thoughtful questions to grasp the customer’s worldview. With deep empathy, they uncover the true issues the prospect wants solved so they can provide an ideal solution.
Advanced social skills allow top reps to read body language, mirror expressions, and adjust their style to each customer. Sales trainer Jill Konrath noted exceptional salespeople have a natural curiosity about people and are fascinated by what makes them tick. They leverage this social awareness to relate to prospects on a personal level and establish trust.
Sales stars also shine at presenting complex products in a way customers easily understand. Sales authority Anne Miller explained top performers use storytelling to translate dry facts into compelling narratives that speak directly to the prospect’s needs. They frame benefits emotionally to create a visceral desire for the product. Combining sharp EQ with vivid communication makes them supremely effective influencers.
The best sales professionals are never satisfied with where they are. They have an obsession with constant learning and self-improvement akin to champion athletes. Each day offers an opportunity to refine their skills and techniques.
Reading is one major self-improvement activity for high achievers. They voraciously consume books, articles, and training programs to absorb modern sales strategies. As sales manager Barry Rhein noted, voracious reading equips them with an arsenal of knowledge to deploy in any selling situation. They also carefully analyze each sales interaction for lessons on what worked or needs refinement.
Top sales performers further invest in role playing rehearsals to sharpen soft skills. Reenacting common sales scenarios ingrains positive habits. It also enables them to think on their feet when curveballs arise. They use visualization exercises to build the confidence needed for high-pressure sales meetings. Self-critique and rehearsal make their people skills second nature.
Finally, the best actively network and find mentors to accelerate their development. They realize surrounding themselves with positive influences will help them reach new heights. Maintaining an attitude of humble learning is essential to their rise.
Another hallmark of star performers is a deep reservoir of optimism and mental resilience. Selling is filled with rejection and disappointment. Each "no" from a prospect can feel like a gut punch. Pessimists are quickly drained while optimists seize it as a learning opportunity. They have the tenacity to make 100 cold calls to get one sale.
Sports psychology offers useful parallels here. Champion athletes dismiss setbacks as temporary and focus on what they can control. Sales stars similarly have an internal locus of control. If they lose a deal, they reflect on how to improve rather than blaming external factors. This enables them to maintain energetic persistence in the face of adversity.
Positive self-talk is another key skill. Sales trainer Jill Konrath noted the best reps consciously reframe negative thoughts into affirming ones to change their mindset. They also visualize desired outcomes and affirm their abilities so self-doubt does not seep in. Maintaining an upbeat, can-do perspective allows them to keep smiling through tough situations.
Finally, sales stars leverage concrete processes to achieve consistency. Each day and week follows a deliberate routine crafted for maximum productivity. As motivational speaker Eric Thomas observed, high achievers maintain disciplined execution while others rely on motivation and make excuses.
For example, sales experts advise starting daily prospecting immediately to capitalize on peak mental energy. Superstars build routines around proven best practices and minimize unproductive time-wasters. They also set short-term goals and concrete daily metrics to maintain momentum. It adds necessary structure and accountability.
Advanced reps further leverage sales technologies to optimize efficiency. CRM tools provide valuable analytics on what sales activities and channels produce results. Successful salespeople rigorously track each step in the pipeline to forecast, measure progress, and continually improve. They squeeze the maximum output from each hour.
In summary, stellar salespeople share common traits like resilience, emotional intelligence, a growth mindset and structured execution that propel their success. While some seem to innately possess these traits, they are skills anyone can develop with diligent effort. Mastering the attitudes and habits that constitute the DNA of sales stars is the path to matching their achievements. Hard work, perseverance and self-improvement will unlock higher levels of performance. By applying the lessons from top performers, any salesperson can transform themselves into a superstar and reach new height
Another trait of highly effective salespeople is the willingness to challenge prospects' thinking and disrupt the status quo. As outlined in the influential book "The Challenger Sale", research on over 20,000 sales reps found that "challengers" consistently outsold their peers.
Research by Adamson and Dixon outlined in "The Challenger Sale" identified five common profiles for sales reps:
Challengers take the time to thoroughly understand the prospect's business and industry trends. This equips them to share fresh perspectives and push the customer to think differently, rather than just accepting the prospect's view. While radical, the challenger posture is backed by commercial insight and data.
Though some see it as risky, challenging the prospect's preconceived notions shows you have done your homework and can provide unique value. It positions you as a trusted advisor rather than just an order taker. The challenger approach also appeals to prospects who are innovative leaders looking to get ahead of competitors.
Mastering the challenger mindset requires extensive preparation and the confidence to tactfully push back. Sales stars integrate this disruptive approach within an overall collaborative process focused on the customer's best interests. When done right, it can help win deals and boost sales.