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In The Sales Arena

Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

May 14, 2015

Welcome – this is mindset May and we are talking about the way top sales performers think!

I have said over and over … I am a sales guy! Always have been and always will be. When done properly I believe it is among the most honorable professions on the planet!

How about you? If I were to ask you what it is you love about selling what would you say? We do ask that question at the start of most every sales program we do and the answers are usually the same:

  • I love helping people or customers, creating solutions, solving problems, playing the game
  • I love the money, lifestyle, stuff that selling allows me to afford
  • I love the freedom, power, control I have in sales
  • How good we are at selling determines how much we have of the three above!

Today we are going to look at that third one a little closer. In the assessment work we do (we talked about it last week) we create a benchmark by asking top performers how they think the job “should and could” be done at the highest level!

  • We end up with the Big 5
  • Resiliency and personal accountability are #1 and 2
  • Continuous learning and influencing others #4 & 5
  • Self management stands in the middle at #3

Translating that means they treat their sales business & their lives like a small business! That creates 4 very distinct mindsets that make them successful;

  1. They act like an owner and not like an employee – come early, stay late and do whatever it takes to grow their business! Owners do whatever it takes while employees have a transactional mentality!
  2. They invest in their business and in themselves – tools, training, support systems
  3. They understand their inventory is their time not their product or services and they are protective of that limited resource
  4. They demand a solid Return On Investment for that inventory! Not wasting it is one thing. Not giving it out to clients who don’t want to pay for it is where we are really going here! Go to and do a search for Ideal Clients and you will find some great resources for this mindset!

If you are:

  • Brand new and wanting to build a great sales career
  • That sales rep that is “stuck in the middle”
  • The best of the best
  • Then take a look at how you are executing this mindset and the four key elements!


Your Listener Question of the Week – I am a new grad and I am brand new in sales. A friend of mine turned me on to your podcast and website so while I am really enjoying it I am a bit overwhelmed by all that I want and need to do to be successful. Since I don’t even start until June 1st so what would be your approach to getting off to a fast start?


Quote of the Week - "In the modern world of business, it is useless to be a creative, original thinker unless you can also sell what you create." – David Ogilvy, co-founder of Ogilvy & Mather.

Have a great week gang!

Jim Jacobus