5 Things Every Salesperson Should Focus On


Sales people are an interesting breed.  They’re high-strung, often funny, and witty, sensitive and many times high maintenance.  I know this because I am one.  I’ve sold, managed, led, and built sales teams for the better part of the past 2o years.  I’ve had months when I hit my numbers and months when I’ve missed.  I’ve had sales teams that have blown the number out of the water and those who have drowned while trying to hit the number.  Yet over the years I have heard one question that continues to be asked over and over again…”what is the secret to success in sales?”.  Here’s the answer…there is no secret.

The difference between successful sales people and those who fail in this profession is simple.  Over the years I have identified 5 traits that separate those who succeed from those who fail.

  1. Clarity of goals – knowing exactly what you want to achieve and when.
  2. Discipline – being committed to perfecting your skills.  Starting your day before others and ending it after they’ve long given up.  Putting in that extra time when others are out having fun.
  3. Curiosity/Inquisitiveness – an insatiable thirst for knowledge.  Betterment.  Desire to outsmart, or out-understand others.  Constantly absorbing, learning, refining.
  4. Time Management – successful people know that time is their biggest asset.  They don’t waste it.  In Sales this means selling when people are available to be sold to.  Don’t do paperwork at 10 am.  That’s a waste of time.  Sell at 10 am and do your paperwork at 10 pm.
  5. Self-Reflect – 15 minutes a day to reflect on what you did, what results you generated, what you learned, what you’ll do different tomorrow.

Make these 5 things part of your life and success will find its way to your doorstep, not because it simply wandered over but because you attracted it through these strong and powerful habits.


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