The Optimal Salesperson® is a professional who consistently achieves ever increasing sales goals with ever decreasing effort. In short,the Optimal Salesperson® is characterized by effortless high performance. Optimal salesperson status is a quest not a designation or a badge.

The Optimal Salesperson® has specific written goals for life for the next 5 years and for the current year, quarter month and week. She is motivated to achieve those goals because they mean something to her or to her family or because she is driven to succeed and sales are the yardstick. The Optimal Salesperson® knows exactly how much sales activity must be accomplished to achieve his goals. He has an effective sales process he uses consistently, and a repertoire of sales skills to make his sales system work. And, like all professionals, he constantly seeks to upgrade those skills by working on his “game” in his off times when he is not in the “game”.

The Optimal Salesperson® realizes that she has hidden weaknesses and belief systems that will render her sales process and skills less effective than she would like. The Optimal Salesperson® therefore constantly seeks to identify what those belief systems are, and works tirelessly to overcome those hidden weaknesses by putting the emotional effort in which is required to overcome them.

The Optimal Salesperson® realizes that every time he overcomes a hidden weakness, the effort to achieve a particular sales level decreases, his comfort zone expands, more is possible, and more emotional effort is available for family and the pursuit of happiness outside of sales. Thus the Optimal Salesperson® creates a virtuous cycle for him or herself and family.