SALES TRAINING


Top 10 Behaviors for High-Performing Salespeople


BILL BARTLETT


High-performing salespeople understand and con- sistently execute the top 10 behaviors necessary for success. This list of behaviors has helped thou- sands of salespeople benchmark and raise their performance:


• Lead generation: Prospecting, the number one behavior that drives all the others.


• Building relationships: Establish- ing a strong, open relationship based on trust.


• Qualifying opportunity: Deter- mining a reason to do business.


• Making presentations: Present- ing solutions to the prospect’s problems.


• Servicing customers: Delivering superior customer satisfaction.


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• Account management: Maximiz- ing business in each account.


• Territory development: Building a strategy to grow the territory.


• Building a cookbook for success: Establishing productive sales activity.


• Continuous education: Develop- ing ongoing product, market, and sales knowledge.


• Execution of the Sandler Sell- ing System: Mastering the sales process.


High-performing coaches under- stand the difference between effec- tive behavior and efficient behavior – and find a way to share this under- standing with their salespeople. Too many times, salespeople resort to what they see as the more efficient or expedient behavior since, in their mind, this is the more direct route to success. Effective behavior, on the other hand, may take more time and effort, but guarantees the proper result. The effective coach benchmarks the performance of each of the 10 be- haviors above to determine whether specific salespeople are performing them at acceptable levels. Coaches should use the following rating system from 1–10 to categorize the success of each behavior. A 7–10 rating is considered high perfor- mance; a 4–6 rating places the sales-


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