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Rule #35: Attitude Matters - Sandler Rules for Sales Leaders

1,898 views · Published 13 December 2017 · 3:01 · Indexed 20 October 2026

Channel: Sandler · 2017 · Education

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Rule #35 - Attitude Matters. Success is located between your ears. 

How true is that? That doesn't mean that you can't say it's a bad day out it's raining. Of course, it's raining. It's okay. You don't have to walk around as Mr. or Mrs. Positive Mental Attitude. I love people, when I meet them, I say, "Hey, I'm Dave. How are you?" "Couldn't be better. Haven't been better since the day I've been born." Okay, I get it. I get that. That's not what I'm talking about as far as attitude matters. I think you have to do self-reflection in this particular rule. This rule means, look in the mirror. Is the world half empty for you? I mean, what is our outlook? Are you looking around saying, "Hey, we're in trouble. Hey, this is an issue. Hey, that's that. Hey, this is this?" Do you think you deserve to be the sales leader? Are you exactly where you should be? 

You know, Sandler always had a great one-liner. I always loved it. I'll pass it on to you. He said, "We perform in a manner, which is consistent with how we see ourselves conceptually." We perform in a manner, which is consistent with how we see ourselves conceptually. What that means is, you're making exactly what you should be making, because that's what you think. You're in the exact role that you are. And, you also see other people that you say, "They are destined for greatness." Are they smarter than you? Nope. They think differently. They act differently. I want you in this to make sure as a sales leader that you identify who on your team is dragged down by fear, doubt, and worry? Who is stuck in a comfort zone? Who knows what they should do but they're working at 60% of capacity because they're afraid of the work it's going to take to get to the next level. They're afraid to fail. They're seen great now, but if they took the next jump, and they didn't make it, people would view them as a failure. They would view themselves as a failure. 

Great sales leaders are low-cost shrinks. There's a lot of stuff going on. Most of it you can't see. This particular rule really helps you identify what's going on between people's heads? What's going on between your head? Look for fear, doubt, worry. Look for confidence and conviction. Look for people that are talking to themselves in and out of greatness. All these things hold true. You've got to figure out where you, and then set the stage, so people look at you, and reflect where you are as a person as well. Good luck.

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