When the results are flowing, and it feels like everything we touch is turning to gold, sales and sales leadership is super exciting. It can often create a feeling that the results will simply continue, and that we are unstoppable.

This can create a false sense of security. And this can lead to a drop off in discretionary effort – it only takes a few percentage points in reduced application to start to impact the results.

Exceptional sales leaders are fully aware of the dangers of complacency. They are also fully conscious of the Law of Polarity, and so never ever take their results for granted. They know that if they do not ‘maintain the rage’, the results can very quickly change.