High-Value Habits That Separate Top Salespeople From the Rest
"Desire, drive, and discipline are the true differentiators between top performers and the rest."
- Dan Rochon
In the world of sales, success doesn’t come by chance. It’s not about being lucky or having the perfect opportunity fall in your lap. The real secret? Desire, drive, and discipline. These three traits separate the top sales reps from the rest. After all, it’s not just about hitting targets—it's about consistently outperforming, year after year.
The Desire to Win
I’ve often found that the most successful salespeople are driven by a relentless desire to win. This burning desire isn’t just about making the sale—it’s about setting high goals and refusing to settle for anything less. Over 70% of sales leaders rate their top performers with a 9 or 10 for this drive. It’s that belief in themselves and their mission that allows them to break through challenges and rise above the competition.
The Drive to Create and Execute a Plan
Top salespeople don’t just wait for success to happen—they create it. They’re proactive, goal-driven, and ready to take action. This means not just making calls and hoping for results, but building a solid plan and sticking to it, no matter what. High performers use value-driven selling and have the mental clarity to avoid getting emotionally attached to any single deal. They focus on what truly moves the needle for their clients.
The Discipline to Follow a Proven Methodology
Discipline is where most people falter. It’s easy to get distracted or lose focus, but top performers follow a proven sales methodology without fail. They don’t skip steps, and they stay committed to the process. Sales leaders agree that consistent use of a sales methodology is a key factor in building long-term success. Top performers are relentless and always striving for excellence.
The 7 Winning Habits of Top Sales Performers
As I reflect on the habits of high achievers, I’ve seen these consistent traits in every top salesperson I’ve worked with:
Passion for the Work: They genuinely love what they do. The energy they bring is contagious and sets the tone for their day.
Asking High-Value Questions: They know that understanding their clients' goals, needs, and concerns is the key to providing value.
Giving 100% Every Day: Top performers show up every day, without excuses. They go above and beyond, always finding one more opportunity to serve their clients.
Time Management: They’re intentional with their time. Every minute is planned and purposeful.
Extensive Product Knowledge: They’re experts on their products and the industry. This knowledge helps them build trust and solve client problems effectively.
Accountability: They take full responsibility for their results—good or bad. They don’t blame external factors; they focus on what they can control.
Persistence: Sales is tough, but they never give up. They find new ways around obstacles and keep going no matter how many times they hear “no.”
The Bottom Line
If you want to be a top sales performer, it’s time to step up your game. You need the desire to win, the drive to execute a plan, and the discipline to stick to a proven methodology. Don’t just follow the crowd—become the leader of the pack. Implement these habits into your daily routine, and watch your success soar.
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