When speaking with sales leaders and their teams, more often than not they are searching for improvements in their technique, or a tweak to their process or methodology, hoping that the tweaking will lead to improved results. What is often not front of mind is the importance of their mindset. Why is that? Often it is such a difficult topic to quantify and measure, hence it is somewhat de-prioritised. Mindset though is the difference that makes all the difference, especially at the elite level. And if we are to become an exceptional sales leader, we must adopt an exceptional sales leader mindset.