Are you good enough for your customers? Today’s demanding customers expect more than ever, and in working with many sales reps, I’ve realized that many are frustrated. What had worked for them in the past few years is no longer working to the same degree. They aren’t achieving the same sales results they once did. So, if good is not good enough, what do GREAT sales professionals look like in terms of what they do for their customers?

We’ve recently updated our Good to Great Sales Professional Chart to give you some ideas on how you can better reach – and exceed – your customer’s expectations.

Good Sales Reps…

(focus on Product & Price Conversations)

Great Sales Professionals…

(focus on Purposeful Business Conversations)

• Know their sales cycle & territory goals & plan • Know their customer’s buying cycle & goals, and uses a Strategic Account Plan to support their customer’s success
• Prepare for their client meeting in car • Prepare for client meetings in advance with a list of questions to ask about their business
• Provide product solutions with benefits • Recommend business solutions to meet clients’ goals & KPI with ROI
• Deliver great service & are responsive • Are pro-active, and a valuable resource to build partnerships with both new and existing clients
• Find 3 – 5 new customers each year • Are disciplined to consistently prospect weekly with a compelling reason/value proposition to meet
• Ask more and good questions (extensive) • Ask great & tough questions about client business/future
• Have good product knowledge & share what’s new • Conduct Purposeful Business Conversations to move away from product & price conversations


I’ll leave you with a question to ponder, and I do hope you take action to answer it. What are 2-3 Good to Great disciplines or habits you are willing to change over the next quarter to become a GREAT high performing sales professional this year?

We want to hear how you are putting these Good to Great guidelines into practice. Share your experiences with us on social media or email us at