Will You or Won’t You Succeed? It’s Your Choice

“The outer conditions of a person’s life will always be found to reflect their inner beliefs.”

—JAMES LANE ALLEN, British writer and pioneer of the self-help movement

What does it really take to be successful in sales? This question is one of the great debates in the sales community.

Sales managers, business owners, and global sales groups on LinkedIn regularly tackle highly debated issues such as: Is selling an art or a science? Are salespeople born or made? Is knowledge or skill more important in selling success? What is the one characteristic all sellers must have?

The list of “musts” and “what it takes” in these debates is so long that it’s impossible to select one definitive answer to any of the questions. What is consistent, though, is that the responses to these queries include specific competence and confidence factors. I call these the “Skill and Will” factors for sales success.