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.
Top-Performing Sellers meet challenging sales goals, have higher win rates on proposed sales, and achieve premium pricing. They also have stronger capabilities across the sales cycle.
Between stronger management, regular coaching, and effective sales training, sales organizations play a major role in fostering top performance among their sellers.
Top Performers are significantly more capable of leading conversations and building strong relationships. They achieve their goals by creating and communicating value to buyers.
Top Performers are more likely than The Rest to...
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:
Outside the model are three categories that impact sales performance but that sellers themselves do not control:
Top Performers are 71% more likely to achieve their sales goals.
Top Performers are 51% more likely to receive coaching on a regular schedule.
Sellers with less than 5 years' experience are 240% more likely to be Top Performers when they have an effective manager.
Top-Performing Sellers have effective sales managers, get better sales training, and receive a regular schedule of coaching. These organizational factors are essential to the support and development of sellers, and helping new sellers get up to speed.
We take a closer look at the role of sales managers in our Top-Performing Sales Manager Benchmark Report.
In our Top-Performing Seller Benchmark Report, we share the results of our research, including:
This report is critical for sales leaders looking to enact change and inspire top performance from their selling teams.