What intangibles separate the top sales reps from the rest?

Another great question and one that will certainly differ from executive to executive. However, in my experience some of the top intangibles for the top performers I have seen include:

- Confidence and a winning personality. Now, I don't want to confuse 'confidence' with 'ego'...to have 'confidence' is to believe in yourself and your own abilities. 'Ego' on the other hand operates out of self interest, and 'lone wolves' do NOT work in today's high performing sales teams.

- Being a 'consultant' and expert in your industry. Now, I don't expect every seller on the team to be able to lead a 'Ted Talk', but do your homework with your top accounts - understand the top challenges and opportunities in the industry they are facing. Read up on the company and understand what they are trying to achieve in their current environment, and get to know the motivation for your contact - what are they trying to achieve and how can they be your champion?

- Customer focus and appreciation. The sales teams I want to be most associated with are ones that realize the customer relationship truly begins once the deal has closed. Too often sellers are off to the next chance to retire quota, and they lose sight of the long term benefits of being customer centric. Think 'seed and grow', not 'sell and go'. Also, being responsive and available to your accounts, whether 'prospects' or 'customers' is also key. People will remember those who respond in a timely fashion to any outreach from their accounts - goes back to the earlier point of differentiating yourself in small, but significant ways, and helps grow customer confidence and retention.

Intangible sales qualities are charisma, confidence, enthusiasm in the product or the problem you're solving, emotional intelligence, perseverance, authenticity, adaptability. If you're the top sales rep at your company, you weren't always early in your career. Remember to take care of the people below you who are supporting you. It goes a long way!

Top sales reps are often distinguished by a few key intangibles that go beyond just technical sales skills or product knowledge. These traits help them consistently outperform their peers:

1. Relentless Drive – The best salespeople have a deep, internal motivation to achieve their goals. They go above and beyond, making extra calls, following up diligently, and seeking every opportunity to close a deal.

2. Empathy – They truly understand their customers’ needs, concerns, and pain points. This enables them to position solutions more effectively, building trust and long-term relationships.

3. Adaptability – Markets, products, and customer needs evolve quickly, and top reps are able to pivot and adjust their approach without missing a beat.

4. Proactive Problem-Solving – They anticipate potential obstacles or objections and come prepared with creative solutions, turning challenges into opportunities to showcase value.

5. Extreme Ownership – High performers take full responsibility for their outcomes. They don’t blame external factors for missed targets; instead, they focus on what they can control and work to improve.

6. Curiosity – Top reps are always learning—whether it’s about their product, industry trends, or the unique challenges of each customer. This curiosity leads to better conversations and deeper insights.

7. Resilience & Optimism – Sales is full of rejection, but top reps handle it with a positive outlook. They bounce back quickly and don’t let setbacks affect their long-term performance.

These intangibles set top performers apart by allowing them to consistently exceed expectations and deliver value, even in challenging circumstances.