Sometimes in sales, we focus on the wrong things.
Leads (sorry) Pipeline. Revenue. Decks. Pitches. Tools. Automations. Strategies. Products.
All of these matter. All of them can move the needle.
When I was a rep and things weren’t going well, this is exactly where leadership focused:
- A new initiative
- A new event
- A new agency
- A new tool
But there was always one fundamental thing missing.
Mindset.
For me, this is the real difference between bad, average, and great salespeople.
The best salespeople I know could be dropped into:
- Any company
- Any territory
- Any product
- Any toolset
And they’d still find a way to win.
Not because they’re “naturally better”.
But because they have a killer mindset.
They:
- Believe in themselves
- Genuinely want to help customers
- Find a way forward when things aren’t perfect
- Don’t waste energy blaming product, pricing, leadership, or territory
- Aren’t constantly looking for the next role
- Don’t moan about quota
That’s why, time and time again, they:
- Hit quota
- Earn the commission
- Go on the trips
- Get the incentives
Fast forward to what we do now.
I genuinely believe we’ve built a world-class system to help B2B companies get into the right conversations with their ideal buyers.
And yet…
I still see reps with a poor mindset fail.
- Great lead → not followed up
- Prospect asks for more info → weak response
- Lazy outreach
- Half-hearted follow-ups
It honestly pains me to see good conversations and real opportunities wasted.
And I get it.
This stuff isn’t easy.
I struggled with this early in my career too.
Here are a few things that genuinely helped me shift my mindset:
1. Self-train relentlessly
Don’t wait for your company to train you. Educate yourself. Courses. YouTube. Books. You are responsible for your own growth.
2. Read. Constantly.
Sales isn’t new. The fundamentals haven’t changed. If you stop reading, you stop improving.
3. Be selective with podcasts
Not all are created equal. But listening to people ahead of you keeps you motivated, grounded, and sharp.
4. Learn from other top reps
Generic networking is often a waste of time. But partnering with a great rep inside your company can be a game changer. I did this early on. It changed everything.
5. Don’t neglect the basics
Health. Fitness. Sleep.
Ignore these and your performance will always suffer.
Here’s the truth most people don’t want to hear:
You can work for the best company. Sell the best product. Have the best training.
But if your attitude and mindset aren’t right…
You’ll never perform at your best.
Sales doesn’t reward excuses. It rewards ownership.