Building Sales Teams for Technology Companies Since 1991

Discipline is the Key to Success

What’s the one trait that almost all great technology sales reps exhibit? It’s not people skills, not brains, not presentation ability, it is discipline. Every sales person knows what it takes to make or exceed their quota number, but few have the discipline to do so. There is a famous quote that I like – it goes something like this:

“In order to have the things you want, you must do the things others won’t do.”

When most won’t take the time to plan, make those extra calls, do the extra product or solutions sales training, and take care of their bodies, there are a select few who will make those things a priority in their day. This is often the difference between missing your quota by 20% versus exceeding it by 20%.

So how does a person become more disciplined? Try this: Pick out an area in your career in which you’ve had weak discipline in the past. Set an objective relating to this area – try it for 30 days. During the trial period, keep a journal and each time you fail to meet your objective write down what activity or activities took a higher priority. From this you will realize that failing to meet your objectives, regardless of what they are, is a choice. This is because you chose something else as a higher priority. If you fail, it is because you choose to fail – simple as that.

To get this information a month in advance, register to be apart of the Hammer Letter.

Kent Hammer

Tagged with Sales Tips

2 Comments, Leave a comment or Ping

  1. 1

    Good luck getting people behind this one.  Though you make some VERY fascinating points, youre going to have to do more than bring up a few things that may be different than what weve already heard.  What are trying to say here?  What do you want us to think?  It seems like you cant really get behind a unique thought.  Anyway, thats just my opinion.

  2. Robert P.


    HAMMER is professional, real, and positive! Thanks guys-

    I am on board. I have been in tech sales for 15 years, have over preformed to a very high degree for 90% of that time but lately found myself in a rut that I desire to leave for a better future. I will let you know in 30 days.

    For me, it’s less about what I don’t know and more about practicing what I know works.