Why do some salespeople consistently outperform the rest?
What habits separate the top 1% from the other 99%?
It’s not just talent. It’s discipline, mindset, and execution — daily.
Here’s what elite performers do differently:
1. They Start Early and Plan the Day
- Review pipeline and priority deals before most people log in
- Block time for prospecting, follow-up, and key account calls
- Use a written or digital daily action list — no “winging it”
Ask yourself: do you control your calendar, or does it control you?
2. They Make Prospecting Non-Negotiable
- Set a daily target for new outreach (calls, emails, messages)
- Personalise messages based on research, not templates
- Keep the tone confident and direct, not pushy
They never say, “I’ll prospect when I have time.”
They make time — every day.
3. They Always Know Their Numbers
- Track calls, demos, deals, and conversions — daily
- Adjust activity levels based on what’s closing
- Obsess over pipeline quality, not just volume
Top performers know the exact value of a single call.
4. They Ask Better Questions
- Dig into pain points others miss
- Listen without interrupting
- Challenge assumptions with tact
They don’t pitch. They diagnose.
5. They Prepare Like Pros
- Research each client and tailor their approach
- Write questions in advance
- Rehearse objections — even ones they don’t expect
They don’t “wing it” and call it experience.
They prep like it’s the first time, every time.
6. They Follow Up Relentlessly
- Use systems to track every lead
- Follow up when others forget or give up
- Stay relevant with insight, not just “checking in”
They understand that most deals are won after 5+ touches.
7. They Reflect and Review Daily
- Ask: What worked? What didn’t?
- Log lessons, patterns, and adjustments
- Hold themselves accountable — no excuses
The best treat each day like a practice session for the next.
Bonus: They Invest in Themselves
- Read 10+ pages a day
- Listen to sales podcasts, audiobooks, or industry news
- Use tools like ChatGPT to test pitches, prep for objections, or summarise insights
They act like their performance is a business — because it is.
If you want to join the top 1%, ask yourself:
What am I doing every day that’s moving the needle?
Then do more of that.
And do it every single day.
Next Step
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