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Star Power

Want to pump up sales? Then think like a stellar sales champion, and watch your business shoot through the roof.

This story appears in the December 2003 issue of Entrepreneur. Subscribe »

Put a group of sales champions in a room, and what do you find? You find salespeople of all shapes, sizes, temperaments and styles of selling. Some are more aggressive than others. Some are more consultative. Some are highly educated, some not so. So how do you know they're champs? Because they're the ones who consistently build the business, keep the territory and retain their customers. And they share these five traits:

1. Attitude: Attitude makes all the difference. A particular situation may get a sales champ down, but she will not let it take her out of the game. If sales champs can't get to a difficult prospect today, they make a long-term plan to keep trying to make contact over the next six months to a year. If a great deal falls through, they study what went wrong and improve their approach for the next time. If they can't change a situation, they change their attitude about it. They won't allow the world to defeat them.

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