In industries like financial services, insurance, and the automobile industry—fields I know well from 40 years in business—turnover in sales roles is high.

WHY? It boils down to ONE main reason. It’s tough.

Rejection is a frequent part of the job, and a commission-based income only adds to the uncertainty. Success requires persistence, grit, and, perhaps most crucially, a positive outlook. But tough jobs aren’t unique to these industries or to sales. You could be a student balancing exams, a pastor serving a community, a professional athlete striving to stay on top, or a nighttime stocker keeping shelves full. Regardless of your role, life presents challenges that demand resilience. And to navigate those challenges in a sustainable, repeatable way, cultivating a positive mindset is essential.

Imagine working in a role where the “no’s” vastly outnumber the “yes’s.” For most salespeople, closing one out of every ten contacts is normal, if not optimistic.

Zoominfo reports that the likelihood of a positive outcome from a cold call is 1.5%.

In addition, there are public perception issues that salespeople, especially in the car business, face. People often bring preconceived notions about sales reps before ever interacting with one. These assumptions, often based on someone else’s experience, can make rejection feel personal.

So, HOW do you face such challenges and still find a way to thrive? The answer lies in intentionally incorporating positivity into your life. Early in my career, I learned the value of maintaining a positive attitude, thanks to both life experiences and the influence of mentors. One of my first introductions to the concept of a Positive Mental Attitude (PMA) came through Amway, a company that understood positivity’s role in success. Later, I encountered Zig Ziglar, who became one of my greatest inspirations. Zig, a pioneering voice in personal development, was known for saying, “Positive thinking won't let you do anything, but it will let you do everything better than negative thinking will.”

Zig’s message resonated deeply. He taught me that positivity isn’t about wishful thinking or masking the hard parts. It’s about resilience. It’s about choosing to get back up after every setback and transforming the way you think, regardless of how you feel. Tony Robbins further reinforced the idea that positivity isn’t just a mood or a personality trait. It’s a tool to overcome challenges, to persist, and to keep moving forward no matter how many times you fall. I love this quote from Robbins, "The power of positive thinking is the ability to generate a feeling of certainty in yourself when nothing in the environment supports you."

This resilience becomes especially important in industries where rejection and unpredictability are the norms. Developing a positive mindset, as Zig and Tony emphasized, means feeding your mind with sources of inspiration—whether through books, audio, seminars, or videos. YouTube, for instance, is a treasure trove of free motivational content. Dedicating time each day to listen, read, or watch positive messages can fortify your mind against the inevitable struggles.

In challenging roles, people are naturally drawn to those with positive, resilient demeanors. This positivity attracts others, making them more likely to respond to your outreach, hear your pitch, and genuinely consider your perspective. As Jon Gordon emphasizes in his “21 Tips for a Positive New Year,” Number 6 is

“Be a Positive Team Member. Being positive doesn’t just make you better; it makes everyone around you better.”

A positive influence is contagious—it uplifts not only you but your entire team. Without this intentional positivity, however, the daily struggles of the job can wear down even the most skilled professionals. In fact, a lack of positivity can become career-threatening, as the constant weight of rejection and negativity can overwhelm those without a resilient mindset.

In short, success in challenging industries isn’t solely about skill, product knowledge, or even charisma. It’s about cultivating a powerful, positive mindset that transforms obstacles into stepping stones. For anyone in a demanding field, investing in a daily diet of inspiration and personal development isn’t just beneficial—it’s essential. It builds a well of positivity that lets you thrive, bounce back, and build a career that doesn’t just endure but grows stronger with each test.

Expect to Win!

#xp2win