The 5 Differences between an Average and a Top Salesperson

What is the difference between an average and a top selling salesperson?

It is not just experience or how well they follow the sales process or how well they communicate (though all these factors play a role). No, the difference is how well they understand and can navigate through the roles each person plays at the customer’s organization. In other words, they are skilled at the relationship side of strategic account planning.

An expert salesperson:

1. Knows the business metrics the buyer wants to move, by how much and why
2. Determines early on who really controls the budget
3. Has a clear picture of who will influence the buying decision and who will ultimately need to approve the deal
4. Understands the relationships among all the players and what each one thinks about the competition
5. Has an internal champion with influence who can be counted on if there are obstacles to be overcome

When you, too, have all this information, you can be on your way to the top.