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Practice Management > Marketing and Communications > Social Media

True grit: Do you have it?

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Think back to the Marshall in “True Grit” (the original, not the remake), whose drive and character allowed him to overcome all challenges. High-performing salespeople also have their “grit,” made up of several important attributes that together create their drive. Are they in yours?

Personal accountability: Personal accountability helps us to do the right thing even when we want to take shortcuts or the easier path. It’s the “fire inside” pro athletes feel every time they take the field. Professional sales athletes have the same fire, and when they take the field they plan, execute and expect to win, every time!

Work ethics: Take a look around the sales area before 7:00 a.m. or after 5:00 p.m., you will likely see one or more top producers. Top producers know that they don’t have an 8-5 job, and to make the kind of living they want they invest the time needed to guaranty success. Selling is not easy and there are no shortcuts; those are for the mediocre sales reps that make excuses about why they missed their number.

Be “up”: This is the best piece of advice I ever received. Your attitude and your view on life has a huge impact on prospects and colleagues. Let’s face it, we need our clients to want to enjoy being around us and we need the support from internal teams to make deals happen. A lousy attitude won’t help either one of those to happen. It’s tough to be “up” every single day but don’t get stuck in a slump. Don’t be afraid to share your energy with those around you. You will be amazed when they share it back when you need it the most!

Don’t be afraid to follow gut instincts: Learn to use instincts to your advantage. When something feels wrong about the perfect candidate, heed the feeling. When you know you can close a client but they will be ultra-high maintenance, don’t let the thought of a big commission override the concern that this may be a bad relationship. Fixing a broken deal is a lot more costly than walking away.

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Dan Hudson is the co-founder and president of 3forward and has a B2B sales and sales leadership background of more than 30 years. For more information, go to


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