If you’re going to be good at this sales thing, you’ve got to be great at at least two things.

Now, here’s the rub. I can’t tell you what those two things are. Actually, I could. I could jot down a comprehensive list of things to choose from, but it’s the same list you’ve seen in a thousand different places: work hard, build rapport, ask great questions, know your product and company cold, follow through on all the details, ask for the business, blah blah blah.

My emphasis here is actually on the word “great.” To be good at sales, you need to have mastered at least a couple of traits and/or habits. Mastered, we’re talking.

The reality is, most salespeople fail (the links take you to others’ reasons why). You and I both know plenty of failing sales professionals. You and I both know their commitment levels, their skills, their attitudes. And sure, sometimes their sales culture stinks.

And we know some who are great. With them, you can easily point to two or more traits or skills or habits that they are superior at: finding hidden opportunities, staying competitive and assertive, doggedly persistent, amazing inquisitiveness, self-disciplined on a scary level, focused at all times when “on the clock,” not to mention the specific sales skills they’ve mastered.

You can’t “mediocre” your way to sales success. You certainly can’t 40-hour your way to the top 10% of your company. You can’t simply be “consistent” or “nice” or “always available.” You’ll get worked-over by those competing sales professionals who demand more of themselves, and get what they want.

The questions you should be asking yourself are: What am I really doing now that holds me back? What can I start doing today to rise above mediocrity? If your goal is to at least be good, be great first.

Save or Share: