Dear SaaStr: How Do I Become a Great Sales Rep?

To become a great sales rep, you need to focus on a few key principles and habits that separate the top performers from the rest:

1. Truly Solve Problems, Don’t Just Sell

The best sales reps don’t just pitch products—they solve problems. Start every conversation with a version of, “How can I help you [achieve X]?” Whether it’s generating more leads, streamlining a process, or improving efficiency, position yourself as an ally, not just a vendor. When you’re seen as a partner in solving their problems, you’ll close more deals and build long-term relationships.

2. Listen More Than You Talk

Mediocre reps stick to a script. Great reps listen carefully to understand the prospect’s pain points, goals, and objections. Tailor your pitch to their specific needs. Every prospect is different, and the best reps adjust their approach accordingly.

3. Know Your Product Inside and Out.  For Real.

You’d be surprised how many salespeople don’t fully understand the product they’re selling. To be great, you need to know your product cold—its strengths, weaknesses, and how it compares to competitors. This builds trust and credibility with your prospects.

4. Learn to Create Urgency

Most prospects don’t need to buy today. Who really does?  The best reps create urgency by showing the cost of inaction or the benefits of acting now. This isn’t about pressure tactics or endless discounts—it’s about helping the prospect see the value of moving forward sooner rather than later.  And adding so much value, that when you make the final ask to get it done this month -- you get a Yes.

5. Prepare Relentlessly

Great sales reps spend 10x more time preparing for meetings, demos, and calls than mediocre ones. Research your prospect, understand their business, and anticipate their objections. This preparation shows you’re serious and makes your pitch far more effective.

6. Be Honest About Gaps

If your product has weaknesses, don’t hide them. Be upfront and explain how you can work around them. Prospects appreciate honesty, and it builds trust. Sometimes, letting a deal go because it’s not the right fit can earn you respect—and future opportunities.

7. Treat Every Prospect Like They Matter

Whether it’s a small deal or a massive enterprise contract, treat every prospect like they’re your most important customer. People remember how you make them feel, and this attitude can lead to referrals and repeat business.

8. Be Efficient with Your Time

The best reps maximize their time by focusing on high-value activities—more meetings, more demos, more follow-ups. It’s not about working 80-hour weeks, it’s about working smarter and prioritizing what moves the needle.

9. Map Out Stakeholders

In larger deals, there are always multiple decision-makers. Don’t just sell to the person leading the initiative—get buy-in from everyone who matters. This ensures the deal doesn’t stall because someone wasn’t looped in.

10. Follow Up Like a Pro

Persistence is key, but it’s a fine line. Follow up consistently without being annoying. Provide value in every interaction, whether it’s a new case study, a relevant article, or a quick check-in to see if they need help.

Great sales reps don’t just sell—they build trust, solve problems, and create value. If you can master these habits, you’ll stand out and crush your quota.

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