I recently asked several of my top earning account executives (AE)  clients what they made. One finished at $1.5M, another at $1.4M, and the last at $1M. They share 5 things in common.

First I need to share what they DIDN’T do to make $1M+ in tech sales. They didn’t focus on implementing most of the “sales tactics” you see on LinkedIn, such as writing better email copy, improving conversion rates, or learning effective closing techniques. 

They didn’t try to master using AI to replace critical parts of the sales cycle. They didn’t rely on a rigid sales process or a specific sales methodology, such as MEDDPICC.  They didn’t pressure their customers into buying with end of the year discounts.

Regardless of your sales experience, you’re not going to make $1M by learning sales tactics on LinkedIn.  You have to show up, operate, and engage like a million dollar earner first. In sales, you don’t get what you WANT. You get what you ARE.

But making $500K–$1M in tech sales isn’t just about hustle, mindset, or skill. It’s about driving the right vehicle. 

You need to be working for a company in which the top performers are making 7 figures. 

You need the right plan, the right OTE, and the right accelerators. 

You need to focus on selling to Enterprise accounts, where 7 figure deals are most common, rather than mid market or SMB. 

You need to focus on less accounts. Go high, wide, and deep in fewer accounts so you aren’t spread too thin.

Once you’re driving the right vehicle, here are the 5 things these sellers had in common.

1. Growth Mindset + Humility

They knew that becoming a million dollar earner would require massive growth on their end. They were all humble enough to invest in themselves and pay for mentorship and coaching to reach that next level. This is a key attribute of top sales performers: they ALL have coaches and mentors that helped them get to the top.

2. Strong Intrinsic Why

Each of these sellers had a deep intrinsic why. They all wanted to be the very best they could be, and realized that they were not performing to their full potential. Their drive came from a place of needing to prove to themselves that they could do it, rather than being motivated by extrinsic factors like money and recognition.

3. Self-Discipline

In our distraction filled worlds, these sellers stood out because they were laser focused on RGAs and minimized distractions, both personal and professional. They know how to say NO to things that are low value, time wasters. What you focus on magnifies. Make sure you focus on the right things.

4. Customer Obsessed

They were deeply committed to relationship management, helping their customers succeed and caring about making their customers successful. They understand their customers’ business inside and out, and got most of their revenue from 1-2 accounts that they spent the entire year working. 

Fewer accounts = more focus. More focus enables you to go high , wide, and deep into all areas of an account. You can make your entire number off of 1 or 2 accounts when you focus all your energy on helping them transform their business. The marketplace rewards the people who help others win.

5. Unwavering Commitment

They showed up every day, especially on the days they didn’t feel like it. That’s why it’s crucial to show up every day and stay consistent over the long term.  Especially when nobody’s watching. The results will come, but you have to keep moving. They always do for those who stay the course and trust the process.

These are the core qualities that led to them making a million/year. The best way to make money in sales is not to make it about the money. Be authentic. Be curious. Focus on helping your customers more than helping yourself. And leave your ego at the door.

The opportunity for elite sellers in tech sales roles has never been greater. If you’re willing to evolve, sharpen your craft, and become irreplaceable to your customers, I believe $500K-$1M+ years are still very achievable in software sales.

If you’re an AE who wants to work with me to earn $500K-$1M/yr in tech sales, book a call here to see if you’re a fit for my coaching program. 

If you want to develop into a person who is capable of making $1M/year, I’d love to coach you. Book a call with my team to learn more here: https://calendly.com/d/cm5d-w79-8xp/sales-coaching-strategy-call-rr