14% of Salespeople Earn 80% of the Money – How to Get into the TOP? | Sales Mates Podcast #80

💸 Hey friends!

In episode #80 of the Sales Mates Podcast, we break down the DNA of a top sales performer in 2025 – who are the salespeople closing 11× more than others? Why do only 14% of sales reps generate 80% of the revenue, and how can you join this elite group?

We reveal real numbers: top performers have a 42% shorter sales cycle, a 43% higher win rate, and 76% larger average contracts. They spend 4 hours a day working their pipeline, follow up twice as often, hold more conversations, never give discounts, and are 455% better at discovery.
You’ll learn why discipline and structure matter more than talent or charisma – and how to activate those skills starting tomorrow.

📌 In this episode:

00:00:00 – Introduction

00:01:30 – Why one salesperson closes 11× more than another

00:04:15 – Discipline vs. Talent: what really works

00:07:40 – Time in pipeline: why 4 hours a day changes everything

00:12:10 – Discovery skill: +455% impact on results

00:16:30 – Why top reps don’t give discounts

00:20:00 – Full-cycle prospecting: the new sales reality

00:24:30 – How companies can find and grow A-players

00:29:15 – How to know if your sales team is truly elite

00:33:00 – Key indicators: planning, repeat deals, referrals

Summary

This podcast discusses the key aspects of successful sales, including discipline, effective time management, the importance of CRM systems, and discovery skills. The hosts share statistics about top sales performers who generate 80% of total revenue and explore how these skills can be applied to improve sales results.

The conversation covers essential topics such as skill development, the impact of experience, types of sales, the role of discounts, communication, team performance evaluation, and internal barriers that may hinder success. The speakers emphasize the importance of identifying top-performing salespeople and understanding their skill sets to achieve outstanding results in sales.

Takeaways

• Success in sales depends on discipline, not just talent.

• Top performers spend an average of 4 hours a day working their pipeline.

• It’s crucial to use a CRM system to manage client data.

• Research and discovery are critical skills for salespeople.

• Top sales reps generate 80% of a company’s revenue.

• Effective time management leads to better sales results.

• Qualifying candidates for sales roles is essential.

• Discipline in CRM data entry is key to long-term success.

• Experience doesn’t always guarantee success in discovery calls.

• Discovery skills can significantly boost conversion rates.

• Sales experience is valuable but must be paired with structured skills.

• Discounts can reduce the perceived value of the product.

• Communication with the client is what defines a successful deal.

• Age is not necessarily a predictor of sales success.

• Top sellers have a clear understanding of their clients.

• Internal barriers can prevent goal achievement.

• Identifying top salespeople is crucial for building strong teams.

• Sales skills can be developed through consistent practice.

• Clients sense a rep’s confidence during negotiations.

• Team performance can be evaluated through results and repeat sales.

Hosts: Anton Fedulov & Oleksii Sinichenko

Get practical advice from two successful sales leaders as they uncover the secrets behind their performance, share personal stories and strategies, and invite special guests to discuss the everyday reality of modern sales. Watch and listen now on our YouTube channel – Sales Mates Podcast.

🎧 Don’t forget to subscribe to Sales Mates Podcast on YouTube – /@salesmatespodcast

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