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5 Habits of High Performing B2B Sales Reps

We all know someone who is good at B2B sales. They come to work, make their calls, and hit their quota… most of the time. Now think of the best B2B salesperson: someone who consistently blasts quota out of the water while earning the trust and respect of their managers and peers. Which person do you want to be like?

Top B2B Sales Performers

Regardless of how much experience you have in B2B sales, from zero to 20+ years, there are several common habits that all successful sales professionals have. Here are my top five:

1. Check their ego at the door

The worst thing you can do when starting a new B2B sales job is to assume you already know how to sell the product. I’ve seen individuals with “20 years of sales experience” not make a single sale. They often think they know it all already and aren’t open to being coached or changing their ways. Top performers are consistently open to criticism, advice, and training, while also possessing a constant desire to learn and improve.

2. Never stop prospecting

Top performers don’t settle. Instead of thinking “I reached quota, now I can relax” they think, “yeah, I might be at quota already, but now I want to get to 200% quota.” The best B2B sales reps always go above and beyond to smash sales goals. The only way to continue to sell is to continue to prospect and build your pipeline. Never. Stop. Prospecting.

More than 40% of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). –Hubspot

3. Find their “why”

If you go to work just because you have to and not because you want to, good luck. Top B2B sellers always have a why–something that drives them to get out of bed and give each and every workday their best effort. Your “why” can be money, professional growth, traveling, bills, recognition, etc.. It’s unique to each individual but imperative that it’s recognized and understood.

4. Stay organized

B2B sales is all about efficiency. Planning your days in advance and knowing the next task helps top B2B sales performers capitalize selling time, rather than wasting 3 hours of the workday deciding what to do next. Failing to plan is planning to fail. A good CRM system will ensure your team is organized and up to date on all sales, processes, and data.

5. Work hard and have GRIT

This last point is not a habit, but a quality. Arguably the most important attribute that any successful sales rep has is grit. Having grit means having the passion and perseverance to reach long term and meaningful goals. It’s the ability to persist through something you believe in when you face obstacles or objections. If a B2B sales professional has grit, the opportunities are endless–and they’ll gladly reap the rewards of their efforts.

Read More: What Happens When Marketing and Sales Actually Align?

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