Addressing the mindsets of the successful sales professional is, by far, the most crucial issue to consider as we look to improve our personal sales abilities. It’s from these mindsets that effective sales traits develop. It doesn’t matter if you have all the latest “cool tools” intended to increase your sales output. If you don’t have the right mindsets – the right mentality, attitude, and outlook – you will use these trendy approaches with very limited success.

I would contend that the strategy of top sales professionals should be to embrace challenging customers. The process of understanding and serving challenging customers is the key to unlocking the door to big-time sales success. Here are five tips to help you gain the mindset you need to expand your pool of potential purchasers and be on your way to establishing a distinct advantage over your competitors.

Here’s a tip: Do you want incremental sales? Then learn to embrace the difficult customers because your competition is avoiding them at all costs. You may think working with difficult customers requires too much time and effort. False! Here are three ways you can embrace difficult customers and boost your sales.

Every year, hundreds of North America’s smartest sales leaders descend on the Sales Leadership Summit to learn what’s new, what’s hot, and what’s actually working RIGHT NOW in sales leadership. Today, we’re sharing the top takeaways from Sales Leadership Summit 2019, so you can benefit from the highlights and actionable strategies covered while we were in Denver.

A lack of trust and the need for control often causes leaders to micromanage, but that can cause major issues for both you and your team. Here are three negative consequences of micromanaging your staff.

What matters most as a sales leader? You have a thousand priorities that are fired at you on a daily basis. So how do you determine what matters most? What one focus should dominate your attention?

Great leaders are inspirational. They stir our emotions. Their passion becomes our passion, their energy becomes our energy. They strive to become their very best, and they want the same for others.

Over the last few weeks, I’ve been talking about the behaviors that drive sales results and why sales leaders must become OBSESSED with those behaviors. Today’s obsession: Skill Development.

If there is but one sales leadership discipline that defines success, it would most certainly be the ability to hire great talent. The right person can help you launch your success to new heights, while the wrong person can almost single-handedly scuttle your hard work and effort. Is your hiring practice strategic, thorough and consistent?

How great do you want to be? How successful? How inventive? How happy? How meaningful? Let me put that another way: What in your life and your career is worth obsessing over?