What sets top performing salespeople apart from the crowd? Even in dynamic, ever-changing sales environments, how are the same elite reps able to consistently crush their quotas?
Dooly and Pavilion teamed up to interview top sales leaders from high-growth SaaS companies to learn what specific x-factors top performers utilize to excel.
In this eBook, you’ll learn how top reps unlock sales performance with a mix of strategic, tactical, and interpersonal skills:
Prioritize time on high-value activities There’s a stark difference between how a top sales performer spends their time and what a typical sales rep prioritizes. Instead of wasting time while juggling tasks, elite reps make the most of it by engaging and solving the most important tasks first. Inside you’ll read how Nick Cegelski AE at Time by Ping encourages reps to create time for high-value activities by declining trivial meetings, time blocking calendars, and turning off notifications.
Stay coachable and adaptable “High performing reps…learn and develop at a faster rate than those that are not self aware or are not receptive to coaching,” says Pavilion’s Brian Lee. In fact, in conducting their interviews, Dooly and Pavilion found that 75% of leaders named coachability as a trait of top-performing sales reps. Business leaders close deals by adapting quickly to new ways of selling.
Lead with empathy It’s sad, but true that only 38% of customers feel that salespeople understand their needs. That’s why elite sales reps work to establish a relationship based on empathy with customers. But empathy doesn’t mean just being a reflective listener, it also means investing time sitting in on customer success calls and monitoring customer purchase history to build a competitive advantage.
Leave room for pessimism (really!) At first glance, it might seem counterintuitive, but sales reps who employ a dose of pessimism are better prepared for the challenges of closing a deal. Dooly and Pavilion’s new ebook uncovers why two out of every three high performers exhibit pessimism as an effective tool when encountering roadblocks.
Automate and streamline Every sales rep encounters repetitive tasks, but the high performers work to automate and streamline tasks to save selling energy. In fact, the Dooly and Pavilion survey found 41% of the sales workday is spent not selling. Top sales performers are using CRM systems and Dooly’s Salesforce integrations to spend less time on spreadsheets, and more time closing deals.
Check out the eBook to learn more about how high sales performers do their best work. Turns out it’s not a secret potion! The best sales reps are able to develop skills that minimize low-value work and maximize the time doing what they do best — selling.