The good salesperson works hard and may enjoy selling, but views the work as a job, a means to making money to pay for a desired lifestyle. The great salesperson, on the other hand, is driven by an inner conviction where their whole identity is defined by selling and their higher goal is simply to be great at selling.
What makes a good salesman?
Two Essentials. Our basic theory is that a good salesman must have at least two basic qualities: empathy and ego drive.
Synergistic Effects. In this discussion of the relationship of empathy and ego drive to successful selling,we will treat these dynamic factors as separate characteristics. Failure of Tests. Since the selection of top salesmen is potentially of such enormous value,why,it might be asked,has there been so little success to date in developing Fallacy of Experience. Many sales executives feel that the type of selling in their industry (and even in their particular company) is somehow completely special and unique. Role of Training. The steelworker,the coal miner,the displaced textile worker,or for that matter even “Big Jim,” regardless of how much real sales ability each possesses,cannot suddenly What makes good sales lead?
Target fixation. The best sales leaders are target and deadline driven.
Command instinct. Great sales leaders establish firm command over their team by exercising the power their title and position entail. Hiring ability. Sales intuition. Control orientation. Coaching adaptability. Strategic leadership. How to be a good salesperson?
Proactively disqualify prospects. Productive salespeople focus on investing in leads that are most likely to convert.
Lean into data from your CRM Platform. Leverage the power of your CRM platform to surface useful information about your leads. Use mobile tools. You’ll be more productive if you can work from your phone instead of only from your desk. This doesn’t mean you have to work 24/7. Focus on channels delivering high lead quality. Many inbound and outbound salespeople are naturally inclined to focus on the sales channels that bring them the most leads and keep Ruthlessly prioritize your pipeline. Adding to the previous point,top-performing sales reps also prioritize their sales efforts based on customers who are more likely to buy. Use every conversation to add value. Make good use of customers’ and your own time by adding value at every touch point. Reinvest in existing relationships. Renewals and referrals make up a significant portion of most salespeople’s accounts. Meet deadlines at all costs. As your client list grows,it’s easy to accidentally let different projects slip. 
