Good Sales Person vs Great Sales Person

We have all seen them. The “Good” sales reps are the backbone of the company. They hit their quotas, they know the product inside and out, and they follow the CRM process to a T. They are reliable, professional, and consistent.

But then, there are the Greats.

Good sales person vs great sales person, the great sales person don’t just hit targets; they redefine them. They don’t just sell products; they orchestrate outcomes. While a good salesperson navigates the map, a great salesperson builds the road. In an era where AI can handle basic prospecting and “good” scripts are a dime a dozen, the gap between “good” and “great” has become a canyon.

If you want to move from being a solid contributor to an indispensable asset, you need to understand the nuanced, often counter-intuitive shifts in mindset, strategy, and execution.

The Core Philosophy: Information vs. Insight

The most immediate distinction between a good sales person and a great sales person lies in how they use information.

The Good Sales Person: The Knowledge Expert

A good salesperson is a walking encyclopedia. They can recite every feature, explain every tier of pricing, and handle common objections using the “Feel-Felt-Found” method. They focus on transmitting information to the prospect.

The Great Sales Person: The Insight Architect

A great salesperson knows that in 2026, information is a commodity. Customers have already researched the product before the first call. Great reps focus on generating insights. They tell the customer something they didn’t know about their own business.

The Insight Gap: A good rep explains how the software works. A great rep explains how the software will prevent the prospect’s specific department from losing 12% efficiency during the upcoming Q3 merger.

Comparison Table: At a Glance

The Art of the Question: Moving Beyond Surface Level

To understand the difference, we have to look at Discovery.

Good sales person ask “what” and “how.”

• “What is your budget?” * “How many seats do you need?”Great sales person ask “why” and “what happens if you don’t.” They use a technique often called Vertical Inquiry. Instead of moving to the next question on their list, they go three layers deep into the previous answer.

Example of Great Discovery:

• Prospect: “We need to improve our lead response time.”
• Great Rep: “I hear that often. But why is improving it a priority now versus six months ago?”
• Prospect: “We’re losing leads to Competitor X.”
• Great Rep: “Understood. If we don’t fix that leak, what’s the projected impact on your year-end revenue targets?”

By doing this, the great salesperson isn’t just selling a tool; they are quantifying the cost of inaction.

Emotional Intelligence (EQ) vs. Intellectual Quotient (IQ)

While a good salesperson relies on their IQ to memorize scripts and technical specs, a great salesperson leads with EQ.

The Power of Empathy

A great salesperson can “read the room” even through a Zoom screen. They pick up on micro-expressions, shifts in tone, and the “silent” stakeholders in a meeting. They know when to push and, more importantly, when to pause.

Resilience and the “No”

• Good reps take rejection personally or view it as a failure.
• Great reps view “No” as a data point. They understand that a “No” today is often a “Not like this” or “Not right now.” They maintain the relationship without the “stink” of desperation.

Controlling the Process (The Challenger Mindset)

A good salesperson is a “people pleaser.” They do whatever the prospect asks—send more Whitepapers, jump on extra demos, or lower the price—hoping the kindness will be rewarded with a signature.

Great sales person lead the prospect. They understand that the prospect likely doesn’t know how to buy complex solutions. The great rep takes control by:

1. Defining the Next Steps: They never leave a meeting without a firm “calendar invite” for the next milestone.
2. Identifying the “Champion”: They don’t just talk to the person who responded to the email; they find the person with the “power of the pen.”
3. Teaching, Not Just Pitching: They challenge the prospect’s current way of thinking.

Practical Tips: How to Transition from Good to Great

If you are currently “Good,” here is your roadmap to becoming “Great”:

Step 1: Master Your “Business Acumen”

Stop reading sales books and start reading financial reports. If you sell to CFOs, learn how to read a balance sheet. If you sell to CMOS, understand CAC (Customer Acquisition Cost) and LTV (Life-Time Value).

Step 2: The 24-Hour Rule

Great sales person provide value within 24 hours of a call. This isn’t just a “thank you” note. It’s an article related to a pain point discussed, a connection to a peer, or a summarized roadmap of the conversation.

Step 3: Audit Your Calendar

• Good Reps spend their day reacting to emails.
• Great Reps time-block for high-leverage activities: prospecting, deep-research, and deal-strategy.

Which is better for business, good sales person vs great sales person

“Great sales person.” Longer, business-savvy take below.

Why great beats good in business

• “Good” = competent, meets expectations, can sell.
• “Great” = standout, exceeds targets, drives revenue, builds long-term relationships.

In business language, “great” signals impact and results, not just ability.

Frequently Asked Questions (FAQ)

Can a “Good” salesperson become “Great,” or is it innate?

Absolutely. Greatness in sales is rarely about “charisma” and usually about discipline and curiosity. By shifting focus from “closing” to “problem-solving,” any good rep can elevate their performance.

Is being “Great” just about working more hours?

Actually, many great sales person work fewer hours because they have higher Deal Velocity. They disqualify bad leads faster, meaning they only spend time on deals that are likely to close.

Does a great salesperson need to be an extrovert?

No. Some of the greatest salespeople are introverts. Their strength lies in active listening and deep preparation rather than “the gift of gab.”

Conclusion: The Legacy of the Greats

The difference between a good sales person vs great sales person isn’t found in a single closing technique or a flashy slide deck. It is found in the intent.
A good salesperson wants to sell you something. A great salesperson wants to make your business better. When you stop worrying about your commission and start obsessing over your customer’s ROI, the commission follows naturally—and usually in much larger amounts.
Greatness is a choice to move past the “comfortable” hit-rate and into the “uncomfortable” territory of challenging status quos and becoming a true partner to your clients.