There is a tremendous difference between talent versus mental toughness and hard work. As managers, we must often look at our sales team in terms of a sports team; our line-up includes the best and lesser players. Our best players have the mental toughness to overcome the obstacles and negative thoughts inherent in one’s career. Those with natural talent alone will ultimately wash out; the presentation never quite lives up to the product. Similar to sports, the winners will accept the cards they’re dealt, suck it up, and perform.

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