As quarter-end draws to a close this week, some inside sales reps are exceeding revenue goals while others are lagging behind. What’s the secret to their success? In the Sales 2.0 world, today’s inside sales reps are bright, educated, culturally diverse, sophisticated and well-paid professionals. The winners are in high demand. What’s their secret? What are they doing every day to hit their numbers? Here are the top 20 winning qualities:

1.    Time Control: They know how to invest in both proactive and reactive time demands.

2.    Calm & Competitive: They study the odds and know what it takes to win.

3.    Fast & Fearless: They learn and move fast, rebound from rejections quickly, and bravely rely on their creative approaches.

4.    Dedicated Discipline: They pound it out and make their calls every day.

5.    Maximum Momentum: Their pace is consistent and solid and balanced on a daily, monthly and quarterly basis.

6.    Techno-centric: They understand and use proven tools instead of looking for short-cuts or creating their own.

7.    Strategic Planning: They take time to understand their territory and accounts to determine how to best penetrate the market, whether it’s SMB or enterprise.

8.    Forge Solid Partnerships: Everyone wants them on their team because they know how to create, manage and align with partners.

9.    Power Players: They aim high and can sniff out a No-Po immediately.

10.    Accurate Forecaster: You can always count on them to provide solid numbers; there are never any last-minute surprises by sandbagging or bluebirds.

11.    Coachability: They are committed to improving themselves, interested in learning, developing and growing personally and professionally.

12.    Resourceful Navigator: They know how to move through the internal and external system to get answers and complete tasks.

13.    Pain Identified: They know how to uncover a potential need and expose it so the urgency for a solution becomes greater.

14.    Sales Intuition: They have the sales gene; it’s in their DNA and their instincts are usually right.

15.    Razor-sharp Questioning: They have a questioning intuition so their timing is synchronized, their listening is sharp and they establish excellent rapport.

16.    Tough Marketer: They no longer just rely on marketing for leads, campaigns, and product info. They know how to create their own “lite” version.

17.    Professional Team Player: They are not greedy and make choices to benefit the team by sharing knowledge and mentoring others.

18.    Exceptional Writing Skills: Whether they craft a quick proposal, an email blast, a rejection response, or a clever subject heading, their writing abilities clearly and effectively communicate their intentions.

19.    Pitch Perfect: They make sense when they present the solution; the product and technical knowledge is clear and has value.

20.    Cha-Ching!: They bring business in and consistently exceed quota.