What Top Sales Performers Do

November 3, 2017

Sales Strategy 101 Series: 5 Strategies for Ensuring Sales Success in 2017

WeSuite, a PSA Business Solutions Provider, have been hosting a 5-part series regarding sales strategy. They shared the last post of the series with PSA. To find the first four posts, visit 
Strategy # 5: Do What Top Sales Performers Do.

If you have been following us for this series, you know that we previously laid out 4 key strategies for success in sales.

  1. Setting Goals - Revisit and Reset
  2. Prospecting with a Purpose – How Top Performers Maintain Focus
  3. Eliminating the Noise – Putting Sales Distractions on Mute
  4. The Power of Communication – It’s Not Just About the Sale

Throughout this series, we have been interviewing top performers across multiple industries and disciplines. We thought it would be an appropriate ending to highlight some of the discussions along the way in our final installment of the series – What Top Performers Do.

Although there is no one thing that sets a top performer apart from others, we did discover that three key common elements surfaced over and over in discussions. Top performers understand Passion, People and Planning.


Top performers are extremely passionate about what they do and why they do it. It’s often hard to rattle a top performer because they are grounded by this understanding.

“My customers are like family.  It’s not just about selling security devices on a building, it’s about creating peace of mind for my customer.” – Trenaise HebertAcadiana Security Plus
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“Selling is hard enough without the understanding of why we do this to ourselves. Who likes being told “no” three or four times for every ‘yes?’  But when you remind yourself of why you do what you do, that’s exactly what will inspire you to go out there every day and do it.” – Jeff BajorekRethink the Way You Sell and co-host of The Why and The Buy podcast

Top performers understand that people are the key to success in work and in life. Tools are just that, tools. No email, tweet, post, or other campaign is a replacement for human interaction.

Top performers have an innate ability to tap into the needs and desires of others. They are mentors and champions for those in their network.

“You can have everything in life you want if you just help enough other people get what they want” – Zig ZiglarAuthor/Speaker

“Top performers listen with the intent to understand.  This leads to emotional connections and sales” – Jeffrey GitomerAuthor/Speaker

“Believe in your people and remember that mistakes may not really be mistakes, they may be a new way of looking at a problem. Encourage your team to think outside the box” – Kenny Klusman, Acadiana Security Plus


Plan the work AND the downtime – Success requires a plan and a consistent, day by day implementation of that plan. Most people don’t break the plan down far enough to be effective.

If you start every day in reactionary mode, you might make progress, but you aren’t going to consistently be a top performer.  Top performers have an intention for their day, both personally and professionally.

“You have to have a plan. I already know what I need to do tomorrow and how I will fill any gaps if something changes in my schedule.  I’m always dropping in on customers when I have a free moment. It makes them feel special.” - Trenaise HebertAcadiana Security Plus

Top performers are able to tap into their passion, make genuine connections with people, and begin every day with an intention for success. This consistent, persistent action is what sets them apart from the rest of the pack.

Are you a top performer? What do you attribute your success to?  Join the conversation at

Christie Walters, iCore Strategy, on behalf of