He who stops being better, stops being good. - Sales and Marketing Training

He who stops being better, stops being good.

-Oliver Cromwell

Two weeks ago I attended a medical industry conference where an award was given to the top salesperson in the industry. The honor was awarded based on voting from industry peers. As award winner KC Meleski accepted the award it was easy to sense why he was chosen to stand at that podium. After the ceremony I asked several people what they thought made KC a top performer. Words such as enthusiasm, professionalism and hunger for knowledge were all used to describe him. While the compliments were impressive, they weren’t as remarkable as an action that would follow.

As I sat down to write this week’s article an email popped into my Inbox. It was an email from KC asking for some tips on how to better serve customers. Here is the industry’s top sales professional reaching out to a stranger in search of ways to get even better. Because like Oliver Cromwell says, KC realizes that once he stops being better, he stops being good. And that’s how top performers think. Because in sales and in business, there is no standing still. You are either improving or falling back. To make sure YOU are the next person standing at your company or industry award podium, focus on the following:

Posture - Have a champion’s attitude. Live with enthusiasm and never be negative.

PIC Knowledge - Keep getting smarter. Dedicate at least 60 minutes each week to do nothing but learn something new. Read your industry magazine. Join a LinkedIn Group. Visit a competitor’s website. Ask a customer how you can do even better. Send an email to somebody seeking advice.

PRECISE Actions - Whatever your chosen sales process is…use it. By selling in a repeatable way, you will be able to better identify what you do well and where you need to improve. If you don’t have a process, go to my site and sign up for my 7 Part PRECISE Video series. And don’t worry, it’s on me…so put your credit card away.

So as the year winds down, it’s time to start thinking about next year’s awards night. YOU need to be the one. You have the talent, now you just need the attitude of a champion…and attitude like KC Meleski.


Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their indust...

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