Matt Ryder argues that success in sales depends far more on work ethic than on innate sales skill. He acknowledges skill is a component but emphasizes determination, hard work, and hustle (using real estate agents as an example) and states he can teach sales techniques but cannot teach someone to stop being lazy.
Being good at sales really doesn't have a ton to do with the skill set. Like, it's one of the components. But there are two things that I look for in a sales rep. One is skill, for sure. But the second is work ethic. You take real estate agents, for example. Real estate agents, they walk into a house, you go, and they go, this is a kitchen. This is a bathroom. It's not the most highly skilled sale in the world. However, what they do have is tons of great determination, hard work, and just straight up hustle. And that is a far more important and just, I think, way more valuable skill set and like, attribute to have over skill set. Because I can teach almost anyone to be decent enough at sales to where they can handle a conversation well. I cannot teach you how to not be lazy.
