An important mindset for sales success is the mindset of Self-Development. For me this is about the paradigm of lifelong learning and sales professionals striving to be the best that they can possibly be.
One of the simplest models to demonstrate this comes from Abraham Maslow, an American psychologist who was best known for creating Maslow’s hierarchy of needs a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization.
Self-actualized people are those who are fulfilled and doing all that they are capable of.
Self-actualization (Maslow, 1962) refers to the need for personal growth and discovery that is present throughout a person’s life beyond physiological needs, safety & security, loving & belonging, and self-esteem.
We also see self-development in Stephen Covey’s 7 Habits of Highly Effective People as Habit 7 ‘Sharpen the Saw’.
For Maslow, a person is always ‘becoming’ and never remains static in these terms.
There is a direct correlation between those sales professionals with the paradigm of self-development, and success in their sales careers, in whatever role they choose.
It’s why younger sales professionals with the right mindset can outperform vastly more experienced sales people who do not see the need to learn more.