I've talked a lot about salesprener this idea of thinking like an entrepreneur

even though you work for a company and you're a W-2 employee. Why is this so critical? Because it empowers you. It keeps the focus on ourselves,

our responsibility for selling. for us not for the company.

Yeah the company benefits from it also but we are salespreners whether we admit it or accept it or not.

And you probably won't realize this until the first time

the company has a reduction in force or a territory change that isn't exactly advantageous for us.

And all of a sudden we wake up and we're like well wait a second I was the good little employee and now

I'm all on my own

So it's a couple of things. It's believing that it's our responsibility to sell regardless of the number of leads we get, how bad the territory is, how little our

managers time they have to help us, it's ours. And if you ignore this and you have the employee mindset,

you're like, I'll smile and nod,

attend all the meetings, fill in the CRM, all nice pretty and then you get treated poorly or you just

don't make money let's face it if money isn't a motivator maybe sales isn't the right place for you.

There's plenty of jobs in marketing and customer success and service if you've got that mindset.

But most of us got into sales because we wanted that a that and we have to take the responsibility for it because it's ours whether we take it or not.

So why not take it and be realistic about the game you're playing instead of the blame game.

That loser mindset that I constantly hear, and this is how it goes,

people cause the problem, meaning that they don't

take responsibility for their number. They complain about the problem,

revenues down, I'm not happy happy I'm not making the money they blame

someone else for the problem comp plan manager company and the thing is the blame game feels good right because you take the

blame off of your back and put it on to someone else's metaphorically but the

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