Top salespeople are not born they are made Meaning Factcheck Usage

Context

Tracy wrote this for people grinding it out in “Tough Markets,” as the subtitle says. He’s pushing back against the myth of the born salesman, a myth that can be a huge demotivator. He’s saying, “Don’t get discouraged if it doesn’t come easily at first. That’s normal. Here’s the blueprint.”

Usage Examples

So how do you use this? It’s a tool for mindset shifting.

• For a struggling new hire: Instead of saying “You just don’t have it,” you say, “Look, no one is born knowing this. Let’s break down your last call and find one thing to practice for the next one.” It reframes failure as part of the process.
• For your own motivation: On a day you get rejected five times, you remind yourself: “I’m not a born natural, I’m a craftsman in training. This is the ‘practice’ part.” It takes the sting out.
• For a sales team meeting: Use it to champion ongoing training. “We’re not relying on innate talent here. We’re building our skills, together. What’s one thing we can all learn this week?”

To whom it appeals?

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FAQ

Question: But aren’t some people just naturally better at sales?

Answer: Sure, some start with a head start—maybe they’re more extroverted. But I’ve seen naturally shy people become absolute closers because they mastered the process. The “natural” often plateaus, while the dedicated learner keeps improving.

Question: What if I’ve tried to learn and I’m still not good?

Answer: Then you’re likely practicing the wrong things or not getting the right feedback. Learning isn’t just reading a book; it’s deliberate, focused practice on specific skills, like handling objections or building rapport.

Question: How long does it take to “make” a top salesperson?

Answer: There’s no fixed timeline. It’s a career-long journey. But you’ll see significant jumps in performance in a matter of months if you’re truly committed to the cycle of learn, practice, implement, and review.