By their very nature, salespeople tend to be optimists. They have to be. When you deal with daily rejection from prospects, the one thing that keeps you going is the idea that the next big sale is just around the corner. In that setting, having an optimistic outlook is invaluable.

That said, it’s all too easy for unchecked optimism to get the better of a well-meaning sales rep. As an entrepreneur, small business owner, or sales manager, it’s important to evaluate sales opportunities objectively, and to learn how to filter out the inherent optimism of a sales rep. This allows you to avoid countless headaches and uncertainties down the line. Continue reading →