The Traits of Elite Performers


These briefings describe proven techniques and strategies to help B2B sales professionals and entrepreneurs understand what it takes to become an Elite performer. 


Elite performers have developed the skillset and the mindset to be effective in their craft. They are members of an inner circle, the top tier of sales professionals, and usually represent the top 10% to 20% of their sales force; they are regular members of the “President’s Club” that rewards and recognizes their contribution. 


They got where they are from hard work and an unwavering commitment to success. They have the right mix of behavioral, communications, and selling skills to make sales happen. They possess the sales savvy to correctly judge an opportunity and make good decisions. 


Elite performers have great intuition and business acumen. On the outside, those traits appear to come naturally, but development of those traits usually depends on learning from prior experiences (both positive and negative). 


They are not one-hit wonders. Elite performers prove their value year after year and almost always hit their quota. They might have the occasional off year when they miss quota; nearly everyone does. But they become obsessed with examining the root causes of the issue and work to refocus and reinvent their approach to get back on track. 


Elite performers help drive the financial results of the sales organization and enhance company profit. As high achievers who significantly exceed quota, they make up for those in the sales organization who do not produce substantially relative to goals. 


Elite performers are in high demand in the sales industry. They are targeted by recruiting firms. Competing sales organizations would love to hire (or steal) them from other companies. Sales management must retain their elite performers so that revenue and possibly customers do not leave with them. 


I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at