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What intangibles separate the top sales reps from the rest?

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5 Answers
Sales Soft and Hard Skills
  1. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 3y

    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' a ...Read More

    3,470 Views
  2. Justin Offermann
    Justin Offermann

    ComfyUI Head of GTM • Jun 16

    Not charisma. The best can hold tension without flinching. Sit in the silence. Ask the uncomfortable question. Push back on a buyer instead of folding. They're genuinely curious, not performing interest. They run process when nobody's watching. And they think in the buyer's incentives, not their own quota. They understand where the money actually moves on the other side. Ownership is the through-line. They treat the deal like it's their own company.
    371 Views
  3. Tim Britt
    Tim Britt

    Freshworks VP Partnerships • 1y

    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 en ...Read More

    586 Views
  4. Sarah Mercedes (Osborne)
    Sarah Mercedes (Osborne)

    HubSpot Director of Sales • 3mo

    Coachability- Those who are open to receiving and giving feedback with the goal of always improving will go farther than those who think they already know it all. Adaptability- In our current environment, the only constant is change. Top sellers understand that this requires them to be ever-evolving. The same playbooks that worked in the past won't yield the same results they once did. Ownership- Sellers who view themselves as the CEO of their own individual book of business and fully responsibl ...Read More

    369 Views
  5. Katie Harkins
    Katie Harkins

    Glide VP of Sales • 3y

    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!

    642 Views

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