Where to start?

What makes a great sales person? If I could give you all the answers, I would be a best selling author and a very wealthy consultant. That I am not. I do have enough experience, failure, and success to tell you that everything starts with the sales person's ATTITUDE!

Do you know the "old timer" who knows everything? They "know" so much that simply no longer have any use for training, meetings, conference calls, best practices, etc. These are the people I like to call the "eye rollers". The cynicism is is ridiculous. These are the reps who have been around, through the good and the bad, and feel that they have earned the right to not try.

What does this mean to the rest of us? These people can act like a cancer to the organization. Jack Welch recognized these people as a danger to the company. They are especially dangerous if they have any performance above average. It can be hard to justify removing a rep who brings in revenue, even if he brings down others...think about it...the net may be a loss. The influence they have on new reps and experienced reps can be dangerous to morale. Don't fall into the attitude trap. Remember that "misery loves company". If you are trying to better yourself, don't let these people bring you down. Instead:

• Read motivating and skills focused books
• Listen to motivating music and podcasts ( I love Zig Ziglar stuff--some is free!)
• Hang around and talk with the positive, energetic reps.
• Drink some (not all) the company Kool-Aid---know thy master.
• Demand positive thoughts of yourself.
• Visualize your success.

Remember, the buck starts and stops with you. Good luck and good selling.