Long Sales Life

If you and I want a long, healthy life, we lift weights.

We eat well. We get adequate sleep.

For you and me, in our sales lives, what's the equivalent?

Three Things Worth Training

The equivalent is working on three things, every day.

First, our behaviors: what we do, day in and day out. The best reps I've coached dedicate time every morning to outreach. When I get my prospecting done first thing, I know the outcomes will follow. When I skip it, I'm behind the ball before the day starts, and I feel it all week.

Second, our skills: the techniques that let us answer common objections, build strong scripts, and open conversations the right way.

Third, our mind: our attitude, how we think about setbacks, and whether we carry a positive outlook into every call.

None of this shows up overnight. It builds the same way a workout builds strength, rep by rep, day by day.

Just like we can build a long, healthy life, we can build a long, healthy sales career. Work on those three things today.

Roy Waterhouse is the founder of Lean Sales Group, where he coaches salespeople on building trust and growing accounts.