your career goals. Refuse to give
mental space to any self-limiting
Poor inner dialogue—allow-
ing negative self-talk.
The best-in-class sales professionals strictly control inner dialogue.
It’s easy to set goals, formulate a
plan to reach them, and tell yourself that nothing will stop you.
However, as time goes by, the novelty wears off, and your optimistic
attitude can give way to feelings of
doubt and dissatisfaction. These
negative thoughts and feelings are
especially common when you’re
not seeing results despite your
hard work. Sure, it’s much easier
to fill your head with negative
self-talk than it is to give yourself
a mental pep talk. But the latter
is exactly what you need to do in
order to stay on track. Successful salespeople are aware of their
thoughts at all times, and they
consciously decide to think more
positively. It’s been said that our
minds can only hold one thought
at a time, which means we have a
choice: we can focus on a thought
that makes us feel badly, or we can
focus on something that makes
us feel good. Often the only thing
holding us back is our thinking.
Blind spots—not knowing
your weakness and not leverag-
ing your strengths.
Identify your biggest weakness
that may be sabotaging your suc-
cess. I do not believe it’s possible to
immediately eliminate weaknesses,
but you must at least neutralize
any weaknesses that are hindering
your results while working on a
long-term plan for change.Identify
a skill you have and make a plan to
become absolutely excellent in that
area. Work with a mentor or your
manager and ask, “What one skill,
if I developed and practiced it con-
sistently in an excellent fashion,
would have the greatest positive
effect on my sales?” This decision
alone can propel you to the top
10% and is one of the most impor-
tant success factors in sales.
Unhealthy lifestyle—not car-
ing for your physical health.
This is something many sales
professionals overlook. Maintaining good physical health is of the
utmost importance. I have always
believed you need high levels of
energy to sell effectively (and to
bounce back from constant rejection and discouragement). Be sure
to eat the right foods, get the right
amount of exercise, and get plenty
of rest and recreation.
Reactivity—not taking action
toward or owning your career
Be proactive rather than reactive.
Own every result in your life. Grab
the bull by the horns. If you are
not pleased with your income, get
out there, hit the pavement, and
get in front of more customers.
Work hard at working smarter.
Control your destiny! If you are
not happy with any part of your
life, accept responsibility and take
charge—make the changes needed
to get the life you want!
In conclusion, all successful sales-
people are intensely action orient-
ed and have a tremendous sense
of urgency. They are all about
action—immediate action! If we
are honest with ourselves, we have COMMENT
Sean Moore is responsible
for leading US Sales and
Marketing for Surgical
Energy at Olympus. He
has extensive experience
establishing and managing
organizations. Sean also
has a proven success
negotiating, and winning
major national accounts.
Prior to joining Olympus,
Sean was the Vice
President of Sales and
Marketing at ConMed,
a world-class provider
of medical equipment
for minimally invasive
surgeries, and prior to
that was at Covidien
after beginning in sales at
Sherwin Williams. sean.
all committed one or several of
the cardinal sins that lead to sales
mediocrity. If we are serious about
our success, we must stop making
these mistakes and remove the in-
fluences that could tempt us to re-
turn to our old ways. The more we
take complete control of our entire
lives, the more we will guarantee
our success as top performers and
earners in our field. •