"Opportunities are not offered. They must be wrested and worked for. And this calls for perseverance..and courage. "

When times are good, people will act out of convenience, but when times are tough, you find out who really cares. The value of relationships to success in sales will never diminish. In fact, some might argue that they're only becoming more valuable. Your job is to strengthen as many relationships as you possibly can. Be honest. Be a good listener. Be helpful. Be there. Go the extra mile and stay in touch with people who change companies. They may be able to open new doors for you.

In 1904, steel magnate Charles M. Schwab solicited advice from public-relations pioneer Ivy Ledbetter Lee about how managers could manage their time effectively. Lee sent Schwab the following four-point list and requested a check for whatever Schwab thought the advice was worth: 1. Make a list of the most important things you have to do tomorrow. 2. Arrange them in order of importance. 3. The next day, work on the most important task until it's completed. 4. Tackle the other tasks in priority order. How much did Schwab pay Lee? $25,000. Even today, these points are worth their weight in gold.

"Happiness is only a byproduct of successful living."

"If you're not having problems, you are missing an opportunity for growth."

"Education is of no value and talent is worthless - unless you have an unwavering aim. Never find yourself without a compass."

Are your sales less than they should be? Perhaps it is because, over time, you have succumbed to the dreaded "follower" virus. The follower virus festers within healthy, productive salespeople until finally they're reduced to mediocrity. Once infected, salespeople lose their edge, because their approach to selling dulls. Stop following others and reinvent yourself as a value-added salesperson who wants to help make others successful. Don't forget, however, that the follower virus can return without notice – especially wherever complacency runs rampant.