Kurtis Kammerer: Treat Your Sales Team Like Pro Athletes

What makes a salesperson a "pro" isn't just getting paid — it's adopting the three habits of a pro athlete: staying coachable, practicing daily, and preparing before every appointment.

Treat drive time between calls like an athlete's pre-game and halftime: run a quick pre-appointment warm-up and, after each visit, do a self-review of what you asked, what objections came up, and how you'll adjust next time.

Build a daily practice habit around ONE skill at a time — jot it on a sticky note or phone note before each appointment — rather than trying to fix everything at once.

Mindset and beliefs are the bedrock of elite performance: you have to genuinely care about the customer, the company, and your own standard of excellence, not just chase commission.

Use visualization borrowed from sports psychology — have reps mentally rehearse a flawless appointment for the person they care about most, which makes the right behavior obvious.

The "grandma standard" (treat every customer as you'd treat your own grandmother) reconciles caring with closing: if you truly believe in your product, letting a customer do nothing is a disservice to them.

Run sales meetings as practice and role-play, not just KPI readouts and knowledge transfer — behavior change comes from reps, and a customer's own spoken "why" is the most persuasive thing they can hear.