9 Traits of Highly Successful Salespeople: How to Transform Your Team

For those in your sales team who are struggling to make sales or have hit a plateau, it can be frustrating to watch while others consistently shatter their monthly targets and make it seem so easy. So, what separates the great sellers from the average ones? Do they have a “magic pitch” they’re keeping secret?

The truth is, there’s no magic involved. What highly successful salespeople have is a resilient work ethic, coupled with a deep understanding of human psychology. The good news? Every single one of these traits can be developed by your team.

Here are 9 key traits that can turn your sales team into industry leaders.

1. They Listen and Adapt

Successful salespeople don’t rely on a one-size-fits-all sales pitch. Instead, they take the time to understand each client’s individual needs, then tailor their approach accordingly. They ask questions like:

• What are your goals?
• What challenges are you facing?
• How can we make your life easier?

They’re also tuned in to non-verbal cues like body language, adjusting their approach based on signs of discomfort or interest.

2. They’re Resilient and Self-Aware

Rejection is inevitable in sales, but highly successful salespeople don’t take it personally. Instead, they see it as a learning opportunity. They ask for feedback on why the client said no and think critically about how they could have communicated their offer differently.

These top performers are also self-aware: they regularly analyse their strengths and areas for improvement, seeking feedback to grow. When they experience rejection, they don’t abandon the prospect—they maintain contact and try again when the time is right.

3. They Take Ownership of Their Success

High performers understand that their success is in their hands. They work harder than anyone else, setting ambitious goals and refusing to lower their standards when things get tough. Instead of blaming external factors like the economy or competition, they strategize to overcome obstacles and continue moving forward.

4. They Build Trust with Clients

Many potential customers have a fear of being pressured into buying, but great salespeople are skilled at putting them at ease. They rely on trust—not manipulation—to close the deal. If they sense that the product isn’t right for the client, they hold off on the sale and maintain contact, checking in at regular intervals to see if the situation has changed.

5. They Believe in What They’re Selling

True enthusiasm is contagious and impossible to fake. When salespeople genuinely believe in their product or service, it shines through and becomes incredibly persuasive. Imagine the impact your team can have when they’re passionate about what they’re selling.

6. They Like People

Salespeople who excel tend to be naturally charismatic, enjoying the process of talking to new people and learning about them. While charisma can be learned, it’s also something to look for during the recruitment process.

Great salespeople ask questions, listen intently, and show genuine interest in others. They make connections easily, which helps them build rapport with clients and network more effectively.

7. They’re Prepared for Objections

Even the most experienced salesperson can be caught off guard by an unexpected objection or tricky product query. Without a well-prepared answer, this can leave them looking unprofessional or unprepared.

To avoid this, successful sales teams brainstorm common objections and rehearse how to handle them, sometimes even scripting responses. This ensures they’re ready for anything and can respond confidently in the moment.

8. They Build Their Personal Brand

Great salespeople are always nurturing relationships with both current and past clients. They stay in touch, request testimonials, and continually refine their approach. They’re also committed to ongoing learning, attending seminars and studying new sales tactics to stay ahead of the curve.

They understand that success in sales isn’t just about what you’re selling—it’s about how you’re perceived as a trusted advisor.

9. They Never Stop Learning

Highly successful salespeople aren’t content to rely on the same old strategies. They understand the importance of continuous growth and constantly seek out new tactics and techniques. Whether through seminars, networking with other sales professionals, or personal development, they’re always looking to improve.

It’s Not What You Sell, It’s How You Sell It

Once you understand the traits that make a salesperson successful, it becomes clear that the how is more important than the what. By encouraging your sales team to develop these 9 key traits, you can transform them into top performers who consistently exceed their targets.

Many thanks,

Alex & The Excel Team

P.S. If you would like to discuss any of your other learning & development challenges, book in your discovery call.

About Excel Communications

Excel Communications is a learning and development consultancy based near London in the U.K. For more than 30 years; we have been collaborating with clients across the globe.  

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