When I first started in sales, I wanted to earn as much money as possible. I didn’t see the point of being in sales unless you were trying to be the best and make serious money.
So I tried to shortcut it. I watched the senior reps. I went to their meetings. Joined their calls. Did joint deals with them. On nights out, I’d ask them, “What’s your secret?”
Then I copied them.
Same plays. Same language. Same follow-ups.
And what happened?
I was terrible
I missed quota. I lost confidence. Prospects ghosted me. The pressure piled on.
And it became a loop. The more I failed, the more I looked at others thinking, how the hell are you doing this? Why does it look so easy?
Then everything shifted.
Someone I worked with pulled me aside and said: “Tom, customers actually like you. You just need to be yourself.”
That was the moment.
I stopped trying to be someone I wasn’t. I stopped trying to emulate everyone else. I spoke to clients in my own voice. I was honest about what I knew, where I needed support, and when to bring in the right people.
I started being Tom.
And it worked. More conversations. Stronger relationships. More trust.
From there, I became a consistent top performer. Closed some of the biggest, most transformational deals in the company. Hit multiple President’s Clubs. Earned respect from the team.
And guess what?
People started coming to me asking, “Tom, how do you do it?”
I gave them all the same answer:
Be yourself.
That’s the only sales advantage nobody can copy.
Stay true 🙌