Do Your Sales People Want to Win? — Or Just Get By?

At one point in my life, I had the chance to spend a lot of time around high-level collegiate and professional athletes. And one thing became clear: elite performers—whether in sports or sales—fall into one of two categories.

Both types can perform at a high level, but only one is built for long-term success.

Type 1: The Relentless Competitor

1. Craves feedback and coaching—even when they’re winning.
2. Competes against themselves just as much as they compete against others.
3. Hates missed opportunities and gets frustrated by a poorly executed call, even in their best month.
4. Wants to max out their ability, no matter how much success they’ve already achieved.

This is the salesperson who kicks themselves for a mediocre call, just like a runner who’s upset they didn’t hit a personal record—even in a race they won.

Type 2: The Naturally Talented, but Satisfied Performer

🚩 Relies on natural ability and past success.
🚩 Performs well enough to hit quotas and stay comfortable.
🚩 Isn’t eager for outside coaching or new perspectives.
🚩 Doesn’t stress about missed opportunities as long as they’re meeting management’s expectations.

This is the salesperson who isn’t worried about the deals they lost, just like a runner who doesn’t push their limits as long as they run a “good enough” time.

Why Type 1 Wins in the Long Run

Here’s the truth: Both of these attitudes can produce high-performing salespeople. At times, Type 2 reps might even outperform Type 1.

But over time?

• Only Type 1 stays at the top.
• Only Type 1 pushes the team to be better.
• Only Type 1 builds a winning culture that lasts.

Type 2 will eventually plateau. They might have strong months, but without the hunger to improve, their success has an expiration date. Meanwhile,

Type 1 is always growing, adapting, and setting new standards—for themselves and their team.

Which One Are You?

If you’re a salesperson, ask yourself: Which camp do I fall into? Are you competing against yourself daily, or are you just riding on talent?

If you’re a sales leader or CEO, ask yourself: What type of people am I filling my team with? Are you hiring and developing salespeople who push for excellence, or ones who are just comfortable hitting quotas and staying safe?

Because at the end of the day, great sales teams—like great sports teams—are built on Type 1 competitors who refuse to settle.