Why do some salespeople stay steady - even after losing a deal - while others ride an emotional rollercoaster?
It’s not personality. It’s not luck. And it’s not even talent.
It’s focus.
The most consistent sales professionals—and the teams that produce them—focus on leading indicators, not just results.
Celebrating wins is important. But if sellers only measure themselves by closed deals, they’ll feel like a yo-yo. Up after a win. Down after a loss.
Strong sales leaders shift the focus to daily behaviors:
Prospecting activity
Quality conversations
Follow-up discipline
Pipeline health
Skill execution
When sellers measure what they can control—bravery, discipline, and daily execution—they build confidence and consistency.
Motivation based on results fades quickly.
Motivation based on disciplined activity creates long-term excellence.
That’s what separates average salespeople from top performers.
If your organization wants to build consistent, resilient sales professionals, Sandler Toronto by Chris Kelly provides expert sales training in Toronto, sales management coaching, and leadership development programs designed to improve daily behaviors, strengthen pipeline discipline, and drive predictable revenue growth.
Connect Chris Kelly to learn more about our proven sales training and sales leadership development programs.
