“To be successful, you have to have your heart in your business and your business in your heart”

Thomas Watson, Sr.

Sales people who are mediocre are afraid to think big. A mediocre sales rep operates in a state of accepting and working according to average standards, in other words: just getting by; barely making it. Operating with mediocrity creates a mindset that living in the comfort zone is acceptable. Too many sales people are comfortable living in mediocrity. They choose to follow in the foot steps taken by many other sales reps because they believe it provides a sense of security.

There are way too many sales reps out there who believe they are ‘A’ players but in actuality they are nothing more than ‘C’ players hiding inside an empty suit

A mediocre mindset prevents those from becoming the best version of themselves. They settle by following other like-minded sales reps down the same mediocre sales road, terrified of taking the steps towards loftier sales goals.

“Mediocrity is the worst enemy of greatness”

Icelandic Proverb

You can survive and get by operating with a mediocre mindset but you’ll never thrive. You’ll always be among the other “me too” sales reps. A “me too” sales rep follows the other “me too” sales reps, mirroring and mimicking their every move; just like the pied piper. This keeps them all average as they suffer in togetherness through the same problems afflicting a majority of today’s sales teams.


Taking a risk is scary. Within our sales lives, each one of us will face a risky decision. One can decide to take the risk, leading them down the road to betterment or avoid it, staying mediocre. When the time comes, many simply freeze, stopping dead in their tracks becoming afraid to go for what they desire, a better sales life.

“Trust yourself, let go of expectation, go for everything you’ve ever wanted and stop living your sales life as never having tried”

It’s the numbing of the mind that condemns one to a mediocre, boring life. Whenever you come across risk, search within your heart and go for it. This requires courage and resilience. Rest assured, you will survive and lead a fulfilling sales life.


There are millions of sales reps out there, yet few excel at it. A selling from the heart professional takes the art of professional selling seriously. They study the profession. They read, learn and continuously grow; nurturing their mind knowing it pays off in the long run. They understand the road to success takes time and patience. They hold themselves accountable to never becoming mediocre.

Three truths you should know about a selling from the heart professional as they wage war against mediocre sales reps…


A selling from the heart professional practices for countless hours, just like that of professional athletes. They understand the process of developing their talents will have obstacles along the way. They embrace the challenge by getting better every day. They understand failure is another challenge, a roadblock to overcome.

They consistently practice prospecting, networking, asking great questions, uncovering their value, presenting their value, advancing their career and most importantly serving their clients.

Top athletes encourage feedback from their coaches, using it to focus on areas of improvement. The same can be said for a heartfelt sales professional. A less successful sales rep will tend to dismiss, ignoring feedback and focus on the person providing it, rather than using it as an opportunity to reflect and grow. Does this sound all too familiar?


There’s no one single thing that makes a great sales career, it’s a bunch of little things done well, every single day. It’s consistent prospecting, building a strategic network, gaining business knowledge, self-awareness, practicing the art of conversation and time management, to name a few.

Stop looking for the one thing to propel you to greatness. Instead, focus on developing your personal and professional skills.

A heartfelt sales professional chases their potential with patience. They understand their clients, their family and their career desperately need the best version of themselves.

Patience takes time and a conscious effort to master. A professional understands impatience leads to their demise.


The highest calling for a selling from the heart professional is to serve others. They understand serving the interests of others by helping them overcome challenges in order to achieve their goals is a satisfying way to live their sales life.

Life is truly lived through moments of service to our fellow human beings. These individuals find absolute joy and contentment in serving their clients.

“Actions speak louder than words when serving with the heart”

  • Servants seek to make themselves available to serve
  • Servants seek to pay attention to others needs
  • Servants seek to do every task with equal dedication

Seek to be ‘great’, if you want to be ‘successful’, learn to become a servant. Stop selling…Start serving… Start being a leader of yourself.


A mediocre sales rep easily gives up in their quest to become a heartfelt sales professional. Why do they do this? It’s because pursuing this lifestyle is lonely, hard work and often goes against the general opinions shared by other sales reps.

“A vast majority of sales reps are mediocre and average at best.”

Being mediocre is the classic stick or twist. Are you going to hold on to what you have or take the gamble in search of more? All too often, sales reps stick with what they know because it’s safe. “The reason mediocrity is worse than failure is very simple,” says HubSpot founder Dharmesh Shah. “Failure lets you move on, mediocrity stalls you and keeps you from reaching your potential.”

Success is exciting and so is failure. Mediocrity? Well that’s a decision you need to make!

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