Positive actions or attitudes to employ for sales success in 2025.
By Patrick T. Malone
A while back I came across an article entitled “13 things mentally strong people don’t do” which is excerpted from the book of the same title by Amy Morin. In my coaching experience, telling someone not to do something usually ensures they will fail. My preferred coaching method is “try this” as opposed to “don’t do that.”
It occurred to me that mentally strong leaders rarely operate in the negative. So, rather than considering the glass half empty, let me give you the glass half full version with the 13 positives actions or attitudes mentally strong leaders employ to ensure their personal and organizational success.
Grateful. While leaders may not have everything that they want, they want everything that they have. The good, the bad and the ugly are all reasons for leaders to feel grateful and outwardly express that gratitude as an example of their positive mental attitude.
Stand up for themselves. They have established truly clear physical and emotional boundaries and do not allow those boundaries to be encroached upon. They are the epitome of the line from the old Clint Eastwood movie – a man needs to know his limitations.
Embrace change. They know that while the status quo may be good for today, it will be only fair for tomorrow and detrimental in the future. Sometimes they are the change agent but most often they are the chief encouragement officer supporting the change being advocated by others.
Control their own environment. They are the embodiment of the Serenity Prayer knowing what they can impact and what is beyond their control. They know there is no sense in attempting to impact some things. That leads to less stress, better relationships, and increased opportunities.
Able to say NO. Their superior performance makes them an attractive target for other’s requests. They know which requests are in the scope of their abilities and which they are willing to undertake. Other requests are respectfully declined with either an explanation or a referral to another who is better equipped to aid the requester.
Take calculated risks. The emphasis on “calculated.” They can fully assess each situation and determine which actions justify the risk and which are simply reckless.
Reflect on the past. There is a dramatic difference between reflecting on the past and living in the past. Every action is a learning experience so reflecting on those experiences increases the potential success rate of the future.
Learn from mistakes. While there are failures in their past, they are viewed as opportunities to understand what doesn’t work, and this puts them closer to the ultimate successful solution.
Celebrate other’s successes. Leadership requires a well-developed ego but one that is very much under control. So, effective leaders are genuinely happy when others succeed and often lead the celebration.
Persevere after failure. There are very few overnight successes. Most success is usually a series of failings, getting up, dusting yourself off and then trying again. That process is why it often looks effortless to those on the outside when the goal is achieved.
Embrace alone time. Confidence is often described as being comfortable in your own skin. There are times that it is necessary to be in the white-hot spotlight, but a steady diet of engagement can be debilitating. The need to be alone and be comfortable alone is necessary to recharge the batteries and check the internal compass.
Focus on their own efforts. Playing the comparative game will always lead to disappointment because there is always someone faster, stronger, or smarter. Accepting criticism, acknowledging flaws, and playing only against yourself provides greater happiness.
Play the long game. Impatience, immediate gratification, and unrealistic expectations are the biggest roadblocks to success. The secret to success is having the mental toughness to keep your eyes on the goal even when you have failed.
This is what I have seen from successful reps, managers, directors, and executives that I have had the pleasure of working with over the years. If you are new in your respective role, this can serve as a series of goals to be attained as you grow in experience and confidence. If you are a veteran, this can be a checklist to monitor your own performance and identify areas for improvement.