Good vs Great Sales Rep

Qualities that differentiate a good and a great sales person

Sales folks are responsible for growth and the future of a company. A good head of sales always wants to ensure that he has a good sales fleet. Today I want to talk about some of the qualities that differentiate between a good and a great sales person. Both know their customers as well as their products and they always meet their quota.  There are however, some differences in the way they work and approach.

  • Good sales folks have a positive attitude and are always motivated; Great sales folks stay hungry and are always challenging themselves.
  • Good sales folks will make their calls, do their research and of course knows their products; Great sales people will go that extra mile to understand the industry trends and try to find out everything about their prospect before even picking up the phone.
  • Reacting to demand is what good sales people do while a great sales person will create demand.
  • Good sales people sell ideas and great sales people sell visions.
  • Good sales folks have the focus and record conversations; Great sales have high attention to detail & follow up.
  • Good sales people are knowledgeable and know how to wow a prospect; Great sales people will first focus on building a relationship and ask the right questions, probe and inquire challenges and will try to understand the prospect’s view. In effect meeting prospect’s needs.
  • Good sales people build relationships based on their product knowledge; Great sales people build relationships based on their knowledge of the industry, the trends, and most importantly the ability to identify solutions based on their knowledge.
  • Good sales folks focus on individual goals while great sales folks focus on the growth of the company and his customers.
  • Good sales people feel that product knowledge is everything; Great sales people think about the prospect’s business & wider implications.
  • Both communicate well but a great sales person will not only communicate well and clearly but also present with impact.


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