The Key Ingredient to a Successful Sales Rep


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I often wish I can go back to those specific points in my career to let myself know that everything’s to be alright. You know those moments where you feel like the sky is falling and nothing is panning out they way you hoped it would? At the time, these thoughts consume you, but a month later, you’ve all but forgotten it.

Be honest: How much emotional energy did you dedicate to one lousy moment? Was it worth it in retrospect?

Having perspective when you cold call can be a difficult thing. Lousy days can be abundant at times. It can be easy to get mired in a slump. We can often get into the mindset that you’re only as good as the previous day, week, month, quarter, etc. That’s the oath we feel we need to take when inducted into the sales world. The key, however, is how you rebound from those lousy periods.

Obviously, selling can be a grind at times, but the people I’ve seen prevail at sales are simply willing to embrace the challenge. The reps on my team who have the make-up for success recognize that it will inevitably suck at certain points in time. Once my newbies come to this realization, then I tell them that they’ve taken the first step to becoming a successful sales rep. It’s how they choose to embrace the realization of what they’re working with.

We all have different styles that work for us in sales. I’ve had the benefit of managing a wide combination of personalities over the years. In some cases, I’d have to admit that there were certain folks who I felt didn’t have the make-up to get it done, but somehow they made it work and adapted a style that worked for them.

At AG. we’ve long given up trying to hire the cookie cutter sales reps. I love the wide range of personalities that make up our team. The only common characteristic I see from our employees nowadays is one thing: Attitude.

Attitude overcomes pretty much any roadblock you’ll hit when you cold call.

It overcomes the rough periods when you can’t seem to get anyone on the phone.
It overcomes the lousy quarter when you just missed your number.
It overcomes the times when you feel you don’t have all the answers for a prospect, but you keep him or her interested anyway.

Tomorrow is a new day. Have you checked your attitude lately?

Republished with author's permission from original post.

Craig Ferrara
Craig Ferrara is a Director of Client Operations at AG Salesworks. He joined the company in 2004 as a Business Development Manager, transitioned to Client Account Manager, and was promoted to his current position in 2007. Craig's daily responsibilities include inside sales team oversight, reporting, training, ongoing contact list development and refinement, and managing daily client engagement from a high level.


  1. Hi Craig

    I will be very grateful to inform me which points I should mention in case of having an interview as a ” Sales Executive Rep.” to enable to convence a medical company that I´m one of the best candidates for the position .

    The Spanish market in healthcare sales is quite restricted to those persons that can show their ability for the required sales roles, and I´ve been working as a saleman for more than 15 years with a very effective relationships with many KOL in this sector.

    I do not like to lose this oportunity that I consider one of the best I´ve had in the last two years.

    Many thanks for your time,

    Hesham Abdel
    Medical sales Rep.


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