In the past few weeks, I asked three of my top performing sales coaching clients what they made in FY2024. 

One finished at 1.5M, another at 1.4M, and last at 1M. 

Today I’m going to share 5 things they have in common which led to this success. 

But before I do, I need to share what they DIDN’T do. 

1. 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.

2. They didn’t try to master using AI to replace critical parts of the sales cycle.

3. They didn’t use a specific sales methodology, such as MEDDPICC to qualify their deals.

4. They didn’t pressure their customers into buying with end of the year discounts

You see, if you want to make 1M in sales you’re not going to get there by learning sales tactics on LinkedIn, books, or anywhere else. 

You won’t get there by following a specific sales methodology. 

And you certainly won’t get there by pressuring your customers with scare tactics. 

If you want to make 1M+ in tech sales, here’s what you need to do first:

You have to show up, operate, and engage like a million dollar earner does before you will ever make a million dollars. 

In sales, you don’t get what you WANT. You get what you ARE. 

Your results are a direct reflection of who you are, and how you show up every day. 

After interviewing each of these clients in detail, here are the 5 things they all had in common. 

1. Growth Mindset + Humility. Even though they had experienced success in the past, 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. They know that this is the fastest shortcut to success. 

2. Strong Intrinsic Why: Each of these sellers had a deep intrinsic why. Simply put, 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. They all had experienced the pain of failure, and never wanted to experience it again. 

3. Self-Discipline – In our distraction filled worlds, these sellers stood out because they were laser focused on RGA’s and minimized distractions, both personal and professional. They know how to say NO to things that are low value, time wasters

4. Outward Focused – They were deeply committed to helping their customers succeed and care 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. Because they cared, they were willing to do the hard things that they didn’t enjoy doing to help their customers succeed, such as project management, deep discovery, assistance with preparing for internal presentations, etc. 

5.  Committed – they showed up every day, especially on the days they didn’t feel like it. 

These are the core qualities that led to them making a million/year. 

PS – There’s never been a better opportunity to make life-changing money in tech sales. 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/tanveermostafa/30min-1