The Top-Performing Seller

Your best sellers are the cornerstone of your sales team. They're the ones you count on to consistently win deals and hit their goals.

But replicating the success of your top performers can be a challenge. It's hard to know which skills make the biggest difference to performance and how to support sellers at an organizational level. 

To answer those questions and more, we undertook a global study of 1,000 sellers and sales managers. 

We analyzed what sets the best sellers apart from the rest and how organizations can best enable their teams. We discovered that Top-Performing Sellers have specific, tactical skills they employ across the sales cycle and in critical categories of selling.

We share our findings in The Top-Performing Seller Benchmark Report. 

We studied 100 skills and behaviors across 13 categories. Our findings became the basis for the Top-Performing Seller Model.

Top Performers are significantly more capable in the following categories:

• Achieving the Outcome of Value
• Winning the Sale
• Driving Account Growth
• Succeeding with People
• Maximizing Personal Effectiveness

Outside the model are three categories that impact sales performance but that sellers themselves do not control: 

• Sales Management and Coaching
• Sales Training
• Sales Performance Environment

In our Top-Performing Seller Benchmark Report, we share the results of our research, including:

• The #1 critical factor at the center of seller excellence
• 6 areas where the best sellers stand out across the sales cycle
• 3 organizational factors that enable seller top performance
• The impact of effective sales training on seller skills
• Where to focus for your next sales improvement initiative

This report is critical for sales leaders looking to enact change and inspire top performance from their selling teams.