If you have climbed the difficult mountain of sales to a point of success, you understand the pain of rejection. You have faced negative thoughts about your character and pushed forward. You knew you could do it and pushed past the negative forces that stood in your path. Self doubt is an adversary in our sales career that we must each over come.

A recent conversation with a struggling salesperson caught my attention this week. Our discussion began as a focus on what went wrong during the week rather than what went right. It was clear that the salesperson was frustrated, needed answers and some reassurance about outside sales. Continuing down this negative path, we changed course in our conversation and discovered hidden reasons to celebrate the successes. This was an area that the salesperson was overlooking. He had reason to celebrate and identify some areas where he accomplished his goals. From this conversation we were able to establish strategies for duplicating what worked well.

The new perspective and celebration of success was refreshing. It was probably the frustration factor in our earlier conversation that made the victory all the sweeter. So, what if there wasn