Pace up before you get outpaced

Lack of motivation, dejection, laziness, procrastination, are some of the reasons why sales teams stand still and fall behind both in achieving targets and career aspirations.

In the fast-paced world of sales, especially in healthcare, even hospitals, standing still can often feel like falling behind. If you're not actively driving your own success, you're leaving the door wide open for competitors to take your spot. The key to success in sales isn’t just about achieving targets—it’s about pushing yourself beyond the baseline and actively taking control of your growth.

Here’s why one needs to outpace oneself or crudely put, if need be ‘kick one’s own A$$ before others do’ and make sure to always stay ahead of the game.

1. The Dangers of Comfort Zones

Sales can be a rollercoaster ride of highs and lows. Many a times, I have seen teams riding high, it's easy to get comfortable, assuming things will continue at the same pace. But if you don’t continue pushing yourself, you risk falling into complacency. Once you do that, it’s easy to become lazy, demotivated, or distracted by obstacles that slow you down.

Tip: Celebrate your successes, but don’t let them make you too comfortable. Consistently setting new goals helps you avoid the trap of settling into the status quo.

2. The Power of Self-Discipline: Motivating Yourself Before You Burn Out

While external motivation—like commissions, bonuses, or even the excitement of closing a deal—can be powerful, it’s internal motivation that truly drives long-term success. Self-discipline is what keeps you working hard during the dull moments and challenging periods when things aren’t going as smoothly.

Tip: Build small, achievable daily habits—whether it's making a set number of calls, attending training sessions, or setting time aside for personal development. These habits build momentum and lead to big wins over time.

3. Your Competition Won't Wait for You

In sales, someone else is always gunning for your clients, your opportunities, and your share of the market. If you aren’t actively staying on top of your game—whether it’s learning new techniques, staying updated on trends, or building stronger relationships with clients—there's someone else ready to take your place.

Tip: Make it a habit to research your competition regularly, track their strategies, and identify areas where you can outshine them. It’s not just about beating them to the deal—it’s about creating value that sets you apart.

4. Mindset is Everything

Sales is as much a mental game as it is a numbers game. A positive, proactive mindset can help you stay motivated when things aren’t going your way, and it gives you the resilience to handle rejection. The best salespeople don't get discouraged—they understand that rejection is just part of the process, not the end of it.

Tip: Cultivate a growth mindset. View every setback as a learning opportunity. Rather than looking at rejection as failure, see it as a stepping stone toward refining your approach and improving your pitch.

5. Master Time Management and Prioritization

Your time is your most valuable asset in sales. If you waste even a fraction of it on tasks that don’t contribute directly to hitting your targets, you’ll be falling behind. Effective time management—prioritizing high-impact activities and eliminating distractions—ensures that you’re always driving forward and working towards your goals.

Tip: Plan your day strategically. There are lot of techniques/tools one can use, to stay focused on the most important tasks. Prioritize prospecting, following up, and relationship-building—your highest-leverage activities.

6. Personal Accountability is Key

It’s easy to blame external factors when things aren’t going well in sales—the market, the economy, the leads you’re getting. But the most successful salespeople know that their success or failure ultimately comes down to their own efforts. Taking full ownership of your performance keeps you in the driver’s seat and empowers you to push through challenges.?

Tip: Set personal goals and hold yourself accountable to them. Share your goals with a mentor, a manager, or even a fellow salesperson for added accountability.

7. Celebrating Wins, Big and Small

You don’t have to wait until you hit a major milestone to celebrate your progress. Recognizing and celebrating smaller wins throughout the day or week can keep your motivation high and remind you of how far you’ve come.

Tip: Celebrate the small victories—closing a tough deal, making a valuable connection, or hitting a personal target. Acknowledging your progress helps maintain momentum.

In the world of sales, if you're not actively pushing yourself, and pacing up with times, you’re not just holding back your own potential—you’re giving your competitors an opportunity to take your place. By fostering self-discipline, staying motivated, constantly learning, and holding yourself accountable, you’ll ensure that you’re the one leading the charge, not following behind.

Don’t wait for the world to push you. Be your own motivator. Push and outpace yourselves, rather kick your own a$$ before someone does it — and watch how you surpass even your own expectations.