What Makes a Great Salesperson

After working with sales professionals all over the world, I’ve noticed a few common traits that show up every single time. The best of the best share certain habits, mindsets, and disciplines that set them apart.

I wrote an ebook titled, 14 Things Great Salespeople Do (that Average Salespeople Only Think About).

Here are the first eight things I see in every great salesperson—download the ebook here for the full fourteen.

1. Committed to a Routine

Great salespeople don’t wing it. They follow a routine.

One top-performing salesperson I coach says their kids think their life is boring because they do the same thing every day. And you know what? That’s exactly why they’re successful.

Every great seller I know starts their day with purpose. They have a clear structure—morning routine, prospecting time, follow-ups—and they stick to it.

Ask yourself: how do you start your day? If you can’t answer quickly and confidently, it might be time to build your routine.

2. Own the Process

The best salespeople don’t just follow a process—they own it.

That means they have a system for selling, and they’re disciplined about using it. Does it evolve? Of course. The marketplace changes, messaging shifts, tools improve—but they never throw the baby out with the bathwater.

They know what works and make small, smart adjustments along the way.

3. Committed to Serving

Great salespeople have a servant’s heart.

They’re not just out to close deals; they’re out to help people. They serve their customers, their peers, and even their own team. They’re the ones who’ll lend a hand to a fellow rep or go the extra mile for a client.

When you’re committed to serving others, it changes how you see everything about your work—and your impact grows.

4. Set Goals and Go Past Them

Average salespeople aim for a goal. Great ones blow past it.

They don’t just want to “hit quota.” Their mindset is, how far can I go beyond it?

They see goals as a starting point, not the finish line. That drive to exceed expectations keeps them learning, pushing, and growing.

5. Attitude

The best salespeople carry an unmistakable attitude—confident but never arrogant.

They believe in what they do and in the value they deliver. They’re proud of the difference they make for their customers.

Sales isn’t just their job—it’s their lifestyle. They wake up excited to do it because they know they’re making an impact.

6. Disciplined and Focused

Discipline separates the good from the great.

Top performers know curveballs are inevitable—customers change plans, deals stall, problems pop up. But they stay focused. They don’t get derailed by distractions or setbacks.

They work through challenges with intention and persistence, always keeping their eyes on what matters most.

7. Owning the Customer

Great salespeople don’t just sell to customers—they own the customer relationship.

They understand their client’s business inside and out. They know their goals, their struggles, and how their solution truly helps.

It’s not about transactions; it’s about long-term impact. They take pride in being a trusted partner, not just a vendor.

8. Never Passing Blame

When things go wrong, average salespeople point fingers. Great ones don’t.

They take responsibility every time. Whether it’s a missed target, a lost deal, or a miscommunication, they own it and learn from it.

That mindset builds credibility, trust, and resilience.

Great salespeople aren’t born—they’re built. It’s a daily commitment to discipline, service, and continuous improvement.

Want to go deeper?

Grab the e-book in its entirety at this link.  | 14 Things Great Salespeople Do (that Average Salespeople Only Think About)

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Find episode #351 wherever you download podcasts!

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Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.