great salesperson

Great Salesperson or Good Salesperson?

By Chris Lott | Sales | 7786 Views | 2 Comments    

I was in a meeting the other day and a long time friend and I were talking about a mutual acquaintance and fellow sales professional. I could tell my friend was genuinely impressed with this person. He asked me what I thought about her. I explained “while she is definitely a good solid salesperson she’s not a great salesperson in my eyes”. This came as a complete surprise to my colleague. He then asked “then what is a great salesperson to you?”


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To understand what a great salesperson is to me… I need to define a good salesperson.

6 Reasons You’re a Good Salesperson

1.) Builds relationships with “comfortable” connections – These are relationships easy to obtain… long term friends, groups, etc..

2.) Satisfied with status quo – Has hit a level of comfort that works for him.

3.) Does not understand or is willing to commit to the “next level” – Next level will take getting out of the “comfort zone”. Just not going to happen.

4.) Work ethic is good – Arrives between 8-9 and leaves between 4-5. Works hard during these hours. There may be some slight variation from time to time.

5.) “Get by” learning with no real interest in putting in the time after hours – Basic product knowledge gleaned from others. No effort into pro-active learning and/or certifications.

6.) Makes a decent income – Has built a lifestyle to fit this income.

As a side note for the sales managers reading this article: Most sales team members typically fall into the above category of a good salesperson. They produce deals that are typically pretty clean and you can count on a certain amount of production quarterly – annually. Not bad, right?

But what if you’re asked to take your sales production to the “next level”? If you ‘re a manager… will a team of good salesmen/saleswomen take you there? Probably not. The good sales team needs to become great and have great sales people. This is why it is so important for everyone to understand the true nature of a great salesperson.

6 Reasons You’re a Great Salesperson

1.) Business relationships are built with like minded, similar goal driven, connections – These connections, many times, are not comfortable connections. A great salesperson will make connections to make connections until their goal connection is achieved. This connection will get them in deals that will help attain their aggressive goals.

2.) Never satisfied with status quo – They are result driven with their goals always self increasing and aggressive.

3.) “Next level” is always foremost on their mind – Never comfortable with their current level. They have a knowledge and deep desire to increase their successes.

4.) Work ethic is great – Time is not relevant. Willing to invest the hours needed to achieve self set goals.

5.) Always learning, always growing. Understands the opportunity – Eager to learn so as to get the edge on their competition. An evangelist.

6.) Makes a phenomenal income – They envision success and make their dreams come true.

Of course there are many more facets to becoming a great salesperson than discussed here. Integrity for example.

Take a look in the mirror. Are you a good salesperson or a great salesperson. Be honest. If you find yourself in the first category and want to be in the second… step it up a bit. Envision, learn, grow, and work like there’s no tomorrow! You have it in you… I promise.

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Chris Lott has this crazy creative side that motivates him to design websites and write articles. He's a disruptive technologist and is passionate about sales, family, and anything related to technology. See what others are saying about his work!.


2 thoughts on “Great Salesperson or Good Salesperson?

  1. Chris delivers some great insights in what makes a great sales professional.

    One thing he left out was the concept of capitalism and measurement. I love the word Chris used in “phenomenal income” and I agree that if you want to be considered a great sales pro, you better have a W2 that is inline with your age/income ratio. For example: If you’re 25 years old in sales and earning 75k, you’re pretty good, not great yet. if you’re 26 and earning 95-100k, you’re great! 35 years old making 120k, you’re great too. 55, making 100k, you could be better or you’ve lost the edge, lost the desire or let your skills go south.

    If you’re 45 years old, living in a major city and have been selling since college, you should be earning over 85k. If not, you’re in the wrong sales market, wrong company or you’ve gotten lazy. Or you have a spouse, perhaps that makes a lot of money and you don’t need the cash. If this is the case, great for you, but you’re not in the great sales pro ranks anymore. Have fun with this challenge and push yourself to earn as much cash as you can in your peak earning years. Have money in the bank when you’re 50-60, so you have better choices and options of what you want to do in your later life career, compared to having to work in a job you may not like anymore.

    Russ Riendeau, PhD, Partner
    Executive search professional

  2. Thank you Chris! These are qualities that people in all walks of life and occupations can aspire to. I have always likened it to “having a job” (sometimes good sometimes not) and having a career (most times great). There are far too many who fail to realize that training (investing in yourself) is a personal responsibility first. Great work as always sir!

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