Sales is often seen as a numbers game—how many calls you make, how many doors you knock on, how many deals you close.
While numbers matter, my career taught me that focusing solely on the figures isn’t the key to success.
The real game-changer for me was shifting my mindset to focus on people rather than just the targets.
This simple but powerful shift transformed my approach to sales and helped me achieve consistent results, no matter the circumstances.
Why Numbers Alone Aren’t Enough
When I started in sales, like most people, my focus was entirely on the numbers.
How many sales did I need to hit my target?
How many conversations did I need to close a deal?
While these metrics are important, they can also be overwhelming and even demotivating, especially on tough days.
Over time, I realised that looking at the numbers in isolation wasn’t sustainable.
It didn’t motivate me to keep going when the day got tough, nor did it help me connect with the people I was meeting. I needed a new approach.
The 10-10-80 Rule
The breakthrough came when I adopted a mindset I call the “10-10-80 rule.” Every day in the field, I reminded myself of this breakdown:
- 10% of people would be positive. They’d welcome me, engage with what I was saying, and be open to the idea of buying.
- 10% of people would be negative. These were the ones who weren’t interested, no matter how good my pitch was.
- 80% of people would fall somewhere in between. These were the undecided individuals who might be swayed by the right approach, timing, or energy.
When I was knocking on 100–120 doors a day, I knew about 10 of those interactions would be with positive people. Selling to even half of those 10 would usually get me to my target.
This understanding gave me clarity and confidence. Instead of worrying about how many sales I needed, I focused on the people I was going to meet and how I could give each of them my best effort.
Why Effort Matters
The key to making this mindset work is consistency.
I committed to giving 100% effort at every door, no matter what.
Whether I was speaking to someone positive, negative, or undecided, I approached each interaction with the same energy and enthusiasm.
This consistency not only increased my chances of making a sale but also kept me motivated throughout the day.
Even when I encountered a string of negative responses, I trusted the process and knew that success was just a few doors away.
Sales Is About People, Not Just Numbers
Ultimately, sales isn’t just about hitting targets—it’s about attitude and resilience. By focusing on the people rather than the numbers, I stayed motivated, built stronger connections, and delivered consistent results.
If you’re in sales, I encourage you to adopt this mindset.
Trust the process, give every opportunity your all, and remember:
Success is as much about your attitude as it is about the numbers.
