Great Salespeople Are Not Born — They’re Trained
There are many myths about selling, but none more persistent, and frankly, more damaging, than the idea that salespeople are simply born with it. You’ve heard it: “You either have it or you don’t.”
If that were true, most of us would still be waiting for a magical sales fairy to sprinkle us with closing dust.
For many salespeople, success feels like a hit-or-miss proposition. One week they’re a superstar, the next week they’re questioning their life choices while staring at their pipeline like it personally betrayed them. Confidence goes up, confidence goes down… and so does job security.
Most organizations know this pattern all too well: they have one or two “naturals” who seem to perform no matter what, and then a revolving door for everyone else.
But why?
What are the missing ingredients?
The Common Denominator: Communication (And No, It’s Not Magic Either)
Communication is the heart of life and absolutely the heart of selling. But here’s the shocker most sales teams never hear:
Communication isn’t some mysterious force. It can be trained, and massively improved.
I’ve seen sales reps go from mumbling through pitches like they were apologizing for existing, to communicating with clarity, certainty, and even charisma, just by learning and drilling basic communication principles. One rep told me, “My wife says I’m finally listening at home too.” Talk about a win-win.
But while good communication is essential, it’s not the whole game. Selling isn’t a talent, it’s a technology, and that technology includes:
- Effective control
(Not the scary kind… the kind that keeps a sales conversation on track.) - The laws of interest
Why some customers lean in and others check their watch, or pretend to get an important text about “something urgent.” - The fundamentals of human emotion
Ever had a customer go from excited to suspicious in 0.2 seconds? There’s a reason, and it’s not your shampoo. - Management by statistics
Because “I feel like I’m doing pretty well” is not a business strategy. - A working knowledge of your product
If you can’t confidently explain what you sell, your prospect definitely can’t decide to buy it.
Why Training Matters—For Your Team and Your Organization
Salespeople are the engine of an organization. Their energy, intention, and skill determine whether the machine hums smoothly or sputters along unpredictably.
The difference between a trained salesperson and an untrained one is enormous. The trained rep:
- Earns more
- Closes more
- Enjoys greater job security
- Feels more in control
- And doesn’t have to rely on luck, “talent,” or caffeine-fueled miracles
For the organization, the impact is even greater. A trained sales force can mean the difference between hitting revenue goals consistently. or replacing sales reps so often you should install a revolving door with a loyalty rewards program.
The Bottom Line
Selling is not an art reserved for the chosen few.
It’s a technology.
A learnable, drillable, repeatable technology.
And anyone willing to learn it can master it, no fairy dust required.
Great salespeople are not born. They’re trained.
