What separates GOOD sales people from GREAT sales people?

We’ve all seen those sales people who consistently hit quota/targets month over month.


We’ve also seen those sales people who consistently OBLITERATE their quota month or month.


What separates these people?


Curious to hear what the industry has to say.

What separates good and great sales people?

Attached poll
*Voting in this poll no longer yields commission.
🤷‍♂ Poll
📬 WR Feedback
😎 Sales Skills
15
CoorsKing
WR Officer
17
Retired King of the Coors Knights
Organizational skills, and drive. 

I have seen natural introverts with the above absolutely obliterate the stereotypical extroverted reps. 
NorthernSalesGuru
Politicker
2
Manager, Outbound Sales
I love this. 

i think organizational skills and that unending grit are definitely key!
MrEffWord
Opinionated
6
Regional Sales Manager
Strategic thinking. People that just focus on the weekly do ok, but the moment that an event happens that breaks the momentum they lose it.  Strategic minded sales people aren’t just achieving the immediate tasks but are also formulating plans for the quarter and the year. They may not have an all proof plan for the momentum breaking situation but they do have a plan for when the momentum breaks in general. Making them overall productive and the most consistent. This is something I am still pursuing to master in my own career now. 
IceColdCloser
Contributor
4
AE
1 - Curiosity
2 - Commercial Saavy
3 - Thick Skin
4 - Determination
5 - Top Banter/Chat

Not to use a BS fluffy corporate term....but customer centricity helps too
MMMGood
Celebrated Contributor
2
Senior Account Executive
Besides some of the other ones already mentioned here; humility & coachability, persistence and consistency. 
bellaccione
Valued Contributor
2
Growth Consultant
Empathy.

Empathy is the #1 trait of a top performer, and it can hardly be taught.
1nbatopshotfan
Politicker
1
Sales
Focus. Doing what you’re supposed to do 95% of the time or more. That’s it. You’re good at sales you do what you need 70%, that’s the difference. 
Ace
Arsonist
1
CEO
Practice, practice oh and get this, practice!

There are a bunch of strategies, but they all come from practice
Coffeesforclosers
Notable Contributor
1
Director Sales and Market Development
Persistence but not annoying with top level organization and quick wit. 
Blackwargreymon
Politicker
1
MDR
I think organizational skills and that unending grit are definitely key
HarryCaray
Notable Contributor
0
HMFIC
thick skin
NorthernSalesGuru
Politicker
0
Manager, Outbound Sales
Yeahhhhh but if you don’t have thick skin you’re likely not in sales for long so not sure it really caters to dividing good from great 
HarryCaray
Notable Contributor
0
HMFIC
ok
justsignit
Contributor
0
Account Executive
Focus, ability to listen & understand what's being conveyed, being comfortable with awkward silence and objection handling 
Chep
WR Officer
0
Bitcoin Adoption Specialist
Calling back when a rep hangs up on you and hitting them with "Hey we must've got disconnected, but I need to know are you not interested because you aren't the right person or do you have a solution in place"
Bittersweet0326
Politicker
0
Digital Business Associate
Talent definitely plays a part. But so does taking advantage of relationships, always trying to do better, and the willingness to do what it takes sometimes.

BigFudge
Good Citizen
0
Senior Account Executive - Enterprise
Activity breeds opportunity
GRIFFindor
Opinionated
0
Sales Nerd
Coachable
Jbeans
Opinionated
0
Director of Sales
Mindset. Full stop. 
SalesPharaoh
Big Shot
0
Senior Account Executive
Sportsmanship when it comes to rejection and losses if they don't take it personally and keep on going i see the  excelling in that role. It's having inner peace with who you are and what you are capable off
Salespreuner
Big Shot
0
Regional Sales Director
Organized : adhering to regular schedule with to-do lists and activities for the day outlined 

Logical : makes sure he/she is an active listener than just a problem solver who understands pains and then drives convos
Slog at the right moment 
Dman1b
Catalyst
0
Azure Specialist
Lots of commissions! 
Indakitchenwhippin
Politicker
0
Channel Sales
As @BigMeech said, organization is critical. 


Doesn't matter how many warm/hot leads you have or if something is inflight, if you dont follow up or lose track of them youre SOL 
NHhunter
Good Citizen
0
Strategic Account Executive
1) the great sales reps hyper focus on the right deals and ignore the noise of the others 2) the great sales reps prospect consistently (referrals, phone, email, networking)
TheRealPezDog
Notable Contributor
0
Account Manager
Following up.  Sounds boring but if you can keep following up you can slow play and land some seriously huge accounts/deals.  
SirCloseAlot23
Politicker
0
Business Development
Takent with always being willing to keep learning and honing the skill.
CuriousFox
WR Officer
0
🦊
The ability to pick yourself back up quickly after a failure.
MR.StretchISR
Politicker
0
ISR
Strategic thinking. People that just focus on the weekly do ok, but the moment that an event happens that breaks the momentum they lose it. Strategic minded sales people aren’t just achieving the immediate tasks but are also formulating plans for the quarter and the year.
Clashingsoulsspell
Politicker
0
ISR
Short answer: Hire a VP who has been there done that. Long answer has books written about it. Do you have any specific part of sales you want to focus on?
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