The Focus of Working In Sales is Going to the Bank

Salespeople are not given awards for "developing the warmest relationships" and certainly not for "gaining the most approval from others."

Salespeople get awards and recognition for opening new accounts, increasing sales numbers, and exceeding quotas.

As a salesperson, your job is to go to the bank.

Go to the bank as often as possible, repeat the steps that have gotten you there in the past, and lose the habits that ever slowed your progress there.