I was in a meeting the other day and a long time friend and I were talking about a mutual acquaintance and fellow sales professional. I could tell my friend was genuinely impressed with this person. He asked me what I thought about her. I explained “while she is definitely a good solid salesperson she’s not a great salesperson in my eyes”. This came as a complete surprise to my colleague. He then asked “then what is a great salesperson to you?”

To understand what a great salesperson is to me… I need to define a good salesperson.

6 Reasons You’re a Good Salesperson

1.) Builds relationships with “comfortable” connections – These are relationships easy to obtain… long term friends, groups, etc..

2.) Satisfied with status quo – Has hit a level of comfort that works for him.

3.) Does not understand or is willing to commit to the “next level” – Next level will take getting out of the “comfort zone”. Just not going to happen.

4.) Work ethic is good – Arrives between 8-9 and leaves between 4-5. Works hard during these hours. There may be some slight variation from time to time.

5.) “Get by” learning with no real interest in putting in the time after hours – Basic product knowledge gleaned from others. No effort into pro-active learning and/or certifications.

6.) Makes a decent income – Has built a lifestyle to fit this income.

As a side note for the sales managers reading this article: Most sales team members typically fall into the above category of a good salesperson. They produce deals that are typically pretty clean and you can count on a certain amount of production quarterly – annually. Not bad, right?

But what if you’re asked to take your sales production to the “next level”? If you ‘re a manager… will a team of good salesmen/saleswomen take you there? Probably not. The good sales team needs to become great and have great sales people. This is why it is so important for everyone to understand the true nature of a great salesperson.

6 Reasons You’re a Great Salesperson

1.) Business relationships are built with like minded, similar goal driven, connections – These connections, many times, are not comfortable connections. A great salesperson will make connections to make connections until their goal connection is achieved. This connection will get them in deals that will help attain their aggressive goals.

2.) Never satisfied with status quo – They are result driven with their goals always self increasing and aggressive.

3.) “Next level” is always foremost on their mind – Never comfortable with their current level. They have a knowledge and deep desire to increase their successes.

4.) Work ethic is great – Time is not relevant. Willing to invest the hours needed to achieve self set goals.

5.) Always learning, always growing. Understands the opportunity – Eager to learn so as to get the edge on their competition. An evangelist.

6.) Makes a phenomenal income – They envision success and make their dreams come true.

Of course there are many more facets to becoming a great salesperson than discussed here. Integrity for example.

Take a look in the mirror. Are you a good salesperson or a great salesperson. Be honest. If you find yourself in the first category and want to be in the second… step it up a bit. Envision, learn, grow, and work like there’s no tomorrow! You have it in you… I promise.

Chris Lott

Chris has over 15 year’s Sales Management experience including Business Ownership, Product Management and Web Design/Marketing. He’s a national sales team strategist and trainer. Chris is the designer of the popular totallysales™ sales playbook with thousands of copies downloaded. He’s a nationally syndicated author with his articles on SalesBlog! rated as a “top must-read” on consultative selling.