I've talked a lot about salespreneur, 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 salespreneurs, 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 I'll smile and nod attend all the meetings

fill in the CRM all nice and 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 autonomy, that control over our income.

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. Revenue's down. I'm not happy. I'm not making the money. They blame someone else

for the problem. Com 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 onto someone else's metaphorically.

...