Qualities of Successful Sales Reps

Often, salespeople who sling the same products day after day tend to go on selling the same way year after year. But anyone out in the field knows that each client is unique, and each day is different. Selling the same way isn't going to work in the long run — and reps can find themselves in a rut. Knowing what to do to crawl out of a sales slump can be the secret to long-term success. 

Don’t take my word for it. Listen to the advice from this year's batch of Sales Leaders. These outstanding reps make sales strategies a top priority and adjust their techniques to minimize potential problem areas. Here are a few of their steps for success. 

First, know your existing numbers and set clear goals for the future. It's not enough to say you want to "increase sales." Be more specific and create goals you can measure. Maybe you want to raise your monthly revenue by $25,000. Determine the average revenue per sale and specify how many individual sales it will take to reach the goal within the next 30 days.  

Growing sales like this is not easy, which is why sales reps should always be networking and expanding their sales pipeline. Every new connection is a potential lead, whether it's to a direct sale or another new customer. Building, nurturing and maintaining these relationships will help sales teams better understand their client's needs so they can service the account more thoroughly. 

This can be accomplished through active listening. Salespeople who are in a slump should focus on working smarter, not harder. Stop talking and listen to customers — they'll tell you what they need and all you have to do is provide the solution. Stop focusing only on closing deals and prioritize being a partner to customers. You'll find you'll help each other succeed.  

These are just some of the traits of successful sales reps and key points outlined by our 2024 Sales Leaders Award winners. Check out the Sales Leaders cover story for profiles on each of these amazing sales reps and what has made them successful over the years. 

Corinne Zudonyi is the Editor-in-Chief of Sanitary Maintenance and has been in the cleaning industry for 17 years. She also oversees CleanLink.com, Facility Cleaning Decisions magazine and Contracting Profits magazine.