The difference between a unsuccessful sales rep and a successful sales rep (a.k.a. Sales Superstar) most often boils down to one thing - their mindset. That's right – the difference between a superstar and a laggard isn't necessarily territory, timing, luck, blah blah blah. They simply think differently.

In his book Secrets of the Millionaire Mind, T. Harv Eker lays out the following principles of success that separate rich and poor people, successful and struggling reps. Ask yourself to internalize these 6 principles and follow them every day.


1. Successful Sales Reps believe, "I create my life." Unsuccessful sales reps believe, "Life happens to me." Successful reps know they create their own opportunities. They never blame, justify or complain; they take the bull by the horns. Unsuccessful sales reps always have a reason or excuse about why they're struggling.

2. Successful sales reps think big. Unsuccessful sales reps think small. Superstar reps look for the Fortune 500 opportunities, and then go for the huge deals. They pound again and again and again until they have a meeting, and then a deal.

3. Successful sales reps focus on opportunities. Unsuccessful sales reps focus on obstacles. Successful reps see a "no" as an opportunity to convince and persuade. They see a hard-to-reach prospect as a challenge to overcome.

4. Successful sales reps associate with positive, successful people. Unsuccessful sales reps associate with negative people. Ever notice who on your team hangs together? Chances are, your star performers gravitate to one another – if they're ever in the office. "Successful people look at other successful people as models to learn from," says Eker. On the other hand, poor performers band together and complain about other people, how tough or slow it is out there, and wasting their work time doing other things instead of selling. 

5. Successful sales reps act in spite of fear. Unsuccessful sales reps let fear stop them. Many reps fear giving presentations, making cold calls or doing anything that might end in rejection or require hard work. Thus, either consciously or unconsciously, they seek to avoid these situations. Top performers dive in and charge ahead in spite of fear or hard work.

6. Successful sales reps constantly learn and grow. Unsuccessful sales reps think they already know. Struggling reps are always trying to prove they're right. They don't like being wrong and they never read books about their profession because it might challenge their way of thinking. Always thinking you're right means that you are holding on to old ways of doing things. New ways of thinking and new ideas can give you new results – and successful sales people know this. Successful people are always improving their skills. They continue to read books about their profession, they go to seminars and they get one-on-one coaching. Successful people never stop learning and improving - that is why they are Sales Superstars.

About OnPath
Located in Ottawa Canada, OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Our clients are located in USA, Canada, Ottawa, Toronto and Montreal. OnPath has a NATO secure 9001 Call Center Telemarketing facility and is also a certified consulting partner for HubSpot, Marketo and Salesforce.com in Ottawa, Toronto and Montreal.