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Confidence + Competence = Champion

Gabby Douglas performs on the balance beam during the women's individual all-around finals. (Wally Skalij/Los Angeles Times/MCT) More photos, story: Gabby soars to all-around gold

There has been widespread debate on which attribute is MORE critical for sales people to achieve extraordinary success – Competence or Confidence?

And whilst there may be some merit in debating the importance of one attribute over the other …. the answer is quite simple …. BOTH are equally critical.

The Competent Sales Person

Competent sales people are those that have learned the skills to engage prospects, build rapport and credibility, explore needs, offer solutions and negotiate next steps.

Competent sales people also know the right business development behaviors/habits to execute on a consistent basis to ensure they maximize the opportunity for success.

However, even competent sales people are initially rejected more often than not, which will adversely impact their confidence. How quickly can a competent sales person overcome these setbacks?

The Confident Sales Person

Our confidence is a feeling that evolves from our beliefs – our mindset.

Our beliefs and mindset are a direct consequence of our results and experiences over time. The more positive we can make our results and experiences, the more positive our beliefs and the more confident we become.

Confident sales people overcome setbacks quickly and generally maintain a positive belief at all times. They consistently challenge any beliefs that may impact their confidence.

Most confident sales people strive to achieve a high level of competence in order to improve their chances of producing positive experiences and results that ultimately reinforce their positive beliefs.

Becoming a Sales Champion

Every athlete who wins a championship will decree that their great achievement was the result of regular training, strong work discipline and an unwavering belief that they will succeed.

Clearly, to become a sales champion every sales person also needs to continue developing their skills, behaviors AND beliefs.

What championship winning efforts are you consistently undertaking to build BOTH your sales competence and confidence?

Article written by Joe Micallef – Sales Strategist & Coach – Grow UP Sales. To improve your competence AND confidence join the Grow UP Sales Excellence Group and engage in highly interactive and practical sales coaching twice a month. Register now at or contact Joe at