The top 10 sales mindset behaviors to master

The top 10 behaviors to master your sales mindset
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Jack Bowerman
by Jack Bowerman

2 Min. Read

In the thriving ecosystem of commerce, a compelling sales mindset can be the lifeline that either buoys or sinks a team’s performance. When you as a person working in sales, whether as a beginner or an expert, have a strong sales mindset, it leads to a strong investment in your work, a motivation to succeed, and all of the proof points towards this resulting in a tangible increase in sales performance. The same applies for sales managers, leaders, and even founders. When your team has a strong sales mindset, and when you provide them with purposeful sales mindset training, your results will soon speak for themselves.

Let us begin by sharing with you two of our favorite sales mindset quotes. As the indomitable David Ogilvy once said, “The best ideas come as jokes. Make your thinking as funny as possible.” This unconventional approach imbues the essence of a successful sales mindset – creativity, flexibility, and a dash of wit. The audacious Jordan Belfort, famously known as The Wolf of Wall Street, espoused the power of conviction: “The only thing standing between you and your goal is the story you keep telling yourself.”

How the right sales mindset can lead you to success

Possessing a diverse arsenal of hard skills is the opening act of the sales symphony. Yet, the full orchestra of a high-performing sales persona calls for more. The music truly begins when the sales mindset takes the baton, conducting an orchestra of communication, coachability, active listening, and more.

A polished mindset, like the moon in a star-strewn sky, illuminates the pathway to success. It reframes failure as an opportunity and resistance as an invitation for innovation. It is a poetic dance, a tango of sorts, twirling between insight, intuition, and innovation. A cultivated sales mindset creates a wellspring of inspiration, from which flows the river of sustained excellence.

Think of it like going to the gym. If you go often and work hard, your physical strength improves. Well, if you work on your sales mindset, make an active effort to strengthen it, you will equally see powerful results. A strong  mindset can help you overcome objections, bounce back from rejection, persevere when the leads are running dry, and ultimately come out the other end with deals.

sales mindset

How can a strong sales mindset help you reach targets?

A resilient sales mindset can serve as the underpinning of your success in reaching sales targets. Rather than viewing it as an abstract concept, it should be seen as an actionable tool to guide you through the complex terrain of sales. Here’s how.

Firstly, a robust sales mindset acts as a catalyst for motivation. Sales can be a tough industry, riddled with rejection, competition, and fluctuating performance metrics. It’s easy to lose heart, particularly when targets seem distant or elusive. But a strong sales mindset encourages resilience. It fosters a tenacity that powers you through periods of discouragement, helping you to rekindle your determination and move steadfastly towards your goals.

Secondly, goal orientation is an essential aspect of a sales mindset. Being able to set clear, specific, and measurable goals provides a roadmap to your desired outcome. But, a strong sales mindset takes this a step further – it gives you the ability to break down those large targets into smaller, achievable tasks. This ability to dissect bigger goals helps you maintain momentum, as each small victory propels you towards the end target.

Furthermore, a strong sales mindset underpins the formation of long-lasting client relationships. Understanding that sales are not just transactional but relational changes the whole game. It moves your focus from mere persuasion to the provision of value. Building trust, understanding your clients’ needs, and working diligently to meet them can result in repeat sales and customer loyalty. This investment in relationship-building can lead to a steady stream of revenue, aiding in the consistent achievement of sales targets.

Additionally, adaptability is a key trait fostered by a robust sales mindset. The sales landscape is as dynamic as it is demanding. Market trends shift, new competitors emerge, and customers’ preferences evolve. This flux can throw you off your targets if you’re not prepared. But, with a strong sales mindset, you remain flexible, ready to pivot your strategies to match the changing circumstances. This adaptability can keep you on track towards your targets, regardless of external changes.

Lastly, a sales mindset promotes a culture of continuous self-improvement. With every client interaction, every win, or loss, there are lessons to be gleaned. By nurturing a mindset that views these experiences as learning opportunities, you position yourself for ongoing growth and skill development. As you become more proficient, your efficacy in achieving sales targets improves.

Sales mindset

The top 10 behaviors to master your sales mindset


  1. Possess an unshakeable positive attitude, focus on your strengths, and mine every setback for the silver lining.
  2. Build resilience, learn from failures, persist through adversity, and use rejections as stepping stones to success.
  3. Cultivate a customer-centric focus, understanding their needs, wants, and pain points. Build relationships and provide value at every touchpoint.
  4. Maintain a growth mindset, continually learning, and staying abreast of industry trends and technologies.
  5. Be goal-oriented, setting clear, specific, and measurable goals, and celebrating your successes along the way.
  6. Embrace accountability, taking ownership of your work and holding yourself responsible for your results.
  7. Hone your listening skills, understanding your clients’ needs and tailoring your approach accordingly.
  8. Invest time in building relationships, getting to know your clients and adding value to their lives.
  9. Believe in the value you bring and stay motivated by the mission to help buyers and your company.
  10. Prioritize self-care because the field of sales can be exceedingly stressful.

How a sales manager can improve the sales mindset of their team

Sales managers have the capacity to cultivate a fertile sales mindset within their teams, providing incentives, boosting team morale, and nurturing a personal motivation in what they are selling. A motivated team is a successful team, and a strong sales mindset is the key. As a sales manager, your role is not just to manage but inspire, kindle sparks into flames, and transform the ordinary into the extraordinary. Your influence can shape your team’s mindset, and through it, their destiny.

By fostering a culture of recognition and reward, managers can create an environment where a sales mindset thrives. The team morale can be uplifted by celebrating every achievement, no matter how small, instilling a sense of pride and purpose. Moreover, personal motivation in what they are selling will result in a more passionate, persuasive, and ultimately successful sales force. Embrace the power of a positive sales mindset and see your team transform into a force to be reckoned with.

It’s also job to make your team’s job as easy as possible. Do everything you can to allow them to focus on selling. If they can spend less time on time-consuming administrative tasks and more time on what they enjoy – selling – then you’ll see a two major results: better time efficiency and an improved sales mindset. For example, if your team is doing a lot of prospection on LinkedIn, LinkedIn Chrome extensions can save you a lot of time and help to keep your CRM much tidier. Chrome extensions that facilitate a Salesforce LinkedIn integration for example can save so much time if you’re working with Salesforce. The same goes for other CRMs like connecting HubSpot and LinkedIn or connecting Copper and LinkedIn.