Kosta_Konfucius

Sales Rep

Number 1 Attribute for a Top Performer

Recently in a number of interviews, I have been asking them "What is the skills/trait/attribute of the top performers when you compare the the average rep?"

I was expecting the answers to be on the side of "They create long lasting customers who will comeback to expand" "They are continuous learners on what makes us better" "They know their customers better than anyone"

However, every answer I got was about how they prospect more than anyone.

I 100% believe prospecting is extremely important, however everywhere I worked the top performers were not the ones doing 100 dials/day that was usually on the people struggling to hit their number.

Do you believe prospecting is the most important factor for top performer?

Or is this more they want this potential new hire to hit the phones hard so that's why they are saying this?

🔎 Prospecting

🗣 Interviewing

25 comments

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BmajoR

Arsonist

Account Executive

I think it depends on what you're selling, and how much support is available to the AEs. You don't need to call 100 people a day to produce more opportunities than your peers. Smart prospecting > spray and pray will yield much better results.

oldcloser

Arsonist

💀

I've never seen a top performer who didn't dig hard. It's the one thing they always do.

js2458

Politicker

Enterprise SDR

This ^^ firm believer in effort > skill. Skill will ofc help you close more deals, but effort is the foot in the door that is necessary to succeed.

oldcloser

Arsonist

💀

Yep. You don't get a chance to blow a deal without a meeting. Then you learn.

braintank

Politicker

Enterprise Account Executive

At the end of the day I think this is it.
Prospecting may look different for top reps, it may be asking for referrals or moving laterally within an existing account.

Kosta_Konfucius

Politicker

Sales Rep

100% agree with that, top performers aren't smiling and dialing but get partners to bring them deals or get customers to come to them. Not necessarily just making more cold calls

braintank

Politicker

Enterprise Account Executive

Bingo.

RandyLahey

Politicker

Account Executive

Effort is important, but in my experience I've noticed that the top reps all operate with ruthless efficiency. Each action, internally or customer-facing, has specific intent, and little time is wasted.

CuriousFox

WR Officer

🦊

This right here Randy. ORGANIZATION, CONSISTENCY, EFFICIENCY.

SaaSguy

Tycoon

Account Executive

Hate to lose.

Sunbunny31

Politicker

Sr Sales Executive 🐰

If prospecting means understanding your territory and your ICP + target companies, then yes, I agree. You can work in tandem with your BDR/SDR with regard to outreach, but if you don't know who to outreach to and about what, then you're not going to succeed.
This goes beyond the tactical "smile and dial" and into focused territory planning and execution.

Kosta_Konfucius

Politicker

Sales Rep

Thats what I was more trying to hear, is "smiling and dialing" really the number one thing. Some hiring managers were actually saying that phrase which I almost took as a red flag

oldcloser

Arsonist

💀

That phrase demeans the damn job. Hate it too. A lot.

Sunbunny31

Politicker

Sr Sales Executive 🐰

That puts the emphasis on the grind rather than the mind.

oldcloser

Arsonist

💀

Agreed. Prospecting has different shades from segment to segment and vert to vert. But you sit on your hands, you get your ass handed to you.
Yeah, you can quote me.

CRAG112

Valued Contributor

Account Executive

Sorry to tell you, but yes, people selling more are out there prospecting and running their area like they own it.
If they don't have to prospect, they have their sales game super tight.

SoccerandSales

Big Shot

Account Executive

I think it depends on the type of sales org. Obviously prospecting is crucial for full cycle reps but for reps that only close, knowing your ICP is going to be most important

Kosta_Konfucius

Politicker

Sales Rep

Say for a full cycle but you have 25% SDR, 25% Inbound and 50% Self Generated.
Would you say prospecting is the number on thing?

SoccerandSales

Big Shot

Account Executive

I would say so. Two trains of thought. I close at twice the clip of any other rep or I have twice the number of opportunities at any given time. Easier to incrementally increase closing with a large pipeline than double close rate with a small pipe imo

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Hustle, grit , and hard work - you can’t beat them.

I have achieved top results in the past because of extreme prospecting.

CPTAmerica

Opinionated

President/CRO

So you were interviewing to work there and asked them that question?

Kosta_Konfucius

Politicker

Sales Rep

I ask what separates top reps from low performers or something like that. Helps me know what it takes to succeed and what they are looking for in an employee.

Do you not like that question? No issue if you do. Always like hearing other people’s opinion

CPTAmerica

Opinionated

President/CRO

No nothing wrong with the question! I was just making sure I understood the context. No surprise their first answer is something easily trackable and enforceable. I'd agree that the top reps are rarely the ones cold calling the most unless it's a one call close sort of product. It's an easy metric for them to point to and they're setting the stage so that when someone misses their numbers they can say, you didn't prospect enough.

saasesforthemaases

Tycoon

Account Manager, West

Staying in front of the ball is the number one most important attribute. Average reps just move on once they get a "sorry not now". Great reps have a process that prioritizes those "not nows" at the right time and stay in front of each maybe until they eventually turn into yes's. Process + Effort.

LambyCorn

Arsonist

A mfkn E

I would probably say its discipline. You as a manager, what would it say it is Mr Kosta Konfucius?

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Kosta_Konfucius

Number 1 Attribute for a Top Performer

25 comments

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