Improve Grit in Sales: Here are 6 Ways

Success in sales isn’t about who has the best product, the best price, or even the best pitch. It’s about who can outlast the competition. Grit—the ability to push forward when rejection, doubt, and setbacks pile up—is the single biggest factor separating top performers from everyone else.

Angela Duckworth, the psychologist who popularized the concept of grit, defines it as passion and perseverance for long-term goals. In sales, that translates to staying committed to your goals despite the inevitable no’s, lost deals, and tough months.

At Forrest Performance Group (FPG), we believe that sales success isn’t about luck or talent. It’s about mental toughness, disciplined execution, and an unshakable belief in your ability to win. That’s what separates the elite from the average.

If you want to break through plateaus, outperform your competition, and make resilience your greatest sales weapon, here’s how to build the kind of grit that drives long-term success.

Why Grit Matters in Sales

Sales is one of the most mentally demanding careers on the planet. You face:

• Constant rejection from prospects who won’t even give you the time of day
• High-pressure quotas and relentless expectations
• A market that shifts overnight, forcing you to adapt or fall behind
• Competitors who are hungry to take your deals and your customers

Most people fold under that pressure. They give up too soon. But those with grit push through, adapt, and find ways to win, no matter what.

Grit impacts every aspect of sales performance:

• Closing rates skyrocket when you refuse to quit after an objection and instead push the conversation forward.
• Pipeline consistency increases when you prospect daily, even when you don’t feel like it.
• Customer relationships deepen when you follow up relentlessly and provide value beyond the initial pitch.
• Income grows exponentially because gritty salespeople don’t settle for average results—they demand excellence from themselves.

So how do you develop grit? Here are six ways to strengthen your resilience and dominate in sales.

1. Reframe Rejection as Fuel, Not Failure

Rejection isn’t personal—it’s part of the process. The best salespeople don’t fear rejection; they use it to get better.

• Every “no” brings you closer to a “yes.” Sales is a numbers game, and every interaction—good or bad—moves you forward.
• Objections are a sign of interest. A prospect pushing back means they’re engaged. The real danger is when they’re indifferent.
• Track your rejections. Set a goal for how many “no’s” you’ll collect each day. The more you collect, the stronger you get.

Example: A top real estate agent once said, “I don’t stop following up until they buy from me or tell me they’ve bought from someone else.” That’s grit in action.

2. Adopt a High-Performance Routine

Elite sales professionals don’t just show up and wing it. They have disciplined, repeatable habits that keep them focused, sharp, and ready to perform under pressure.

• Start your day with intention. The first 30 minutes of your day dictate your momentum. Read something inspiring, visualize your success, and plan your top priorities.
• Role-play objections daily. Grit is built through preparation. The more you practice handling tough conversations, the more unshakable you become.
• Keep score. Track your activities—calls made, follow-ups sent, appointments booked. What gets measured gets improved.

Example: The best sales teams run daily huddles where they role-play tough objections, share quick wins, and reset their mindset before hitting the phones. That’s how you build an unstoppable team.

3. Train Your Mind Like an Athlete

Athletes don’t just train their bodies; they train their minds. Salespeople need to do the same. If you’re mentally weak, your performance will suffer—no matter how skilled you are.

• Use visualization techniques. Top performers mentally rehearse their sales conversations before they happen. See yourself handling objections with confidence and closing deals effortlessly.
• Control your self-talk. Average salespeople say, “I hope they buy.” Elite salespeople say, “I am the best choice for this prospect, and I will close this deal.”
• Desensitize yourself to failure. The more you experience discomfort, the less it affects you. Put yourself in uncomfortable situations daily to build resilience.

Example: Michael Jordan missed over 9,000 shots in his career. He once said, “I’ve failed over and over again in my life, and that is why I succeed.” The best salespeople fail more often—because they’re taking more shots.

4. Raise Your Standards (Then Raise Them Again)

Sales warriors don’t just meet expectations—they exceed them. If you want to build grit, stop accepting mediocrity.

• Set goals that scare you. If your targets feel easy, you’re not growing. Push yourself beyond your comfort zone.
• Don’t settle for “good enough.” If your close rate is 20%, aim for 30%. If you’re making 50 calls a day, push for 75.
• Hold yourself accountable. If you’re not hitting your numbers, don’t make excuses. Figure out where you need to improve and fix it.

Example: A sales rep at a tech company once set a personal goal to be the #1 performer in his division within a year. He didn’t just meet quota—he doubled it. His secret? Daily commitment to outworking and outlearning everyone else.

5. Develop Relentless Follow-Up Habits

Most deals aren’t lost because the prospect wasn’t interested. They’re lost because the salesperson didn’t follow up enough.

• The fortune is in the follow-up. 80% of sales happen after the fifth follow-up, but most reps give up after two.
• Be persistent, not pushy. Following up doesn’t mean harassing—it means providing continuous value.
• Stay top of mind. If a prospect doesn’t buy today, that doesn’t mean they won’t buy in six months. Keep them in your pipeline.

Example: A top-performing home builder followed up with a lead 34 times over eight months before closing a high-ticket deal. Most reps would have given up after three calls. Grit wins.

6. Surround Yourself with Gritty People

Success isn’t just about what you do—it’s about who you spend time with. If you want to build grit, surround yourself with people who push you to be better.

• Find a mentor who has already achieved what you want. Learn from their mindset, habits, and resilience.
• Cut out negativity. If you’re around people who complain about the market, pricing, or the competition, their mindset will infect yours.
• Be part of a winning culture. The best sales teams thrive because they demand excellence from each other.

Example: The highest-performing sales teams have daily competitions, accountability partners, and constant reinforcement of a winning mindset. If your environment isn’t pushing you, it’s holding you back.

Grit Separates the Best from the Rest

Grit isn’t just a nice-to-have in sales—it’s everything. It’s the difference between hitting quota and dominating your market. It’s what keeps you moving when deals fall through, when prospects ghost you, and when the pressure is high.

The question is: Are you willing to do what it takes?

If you’re serious about building mental toughness, overcoming objections with confidence, and crushing your sales goals, then now is the time to take action. Because in sales, grit isn’t optional—it’s the price of winning.

At FPG We’ll Recruit, Coach, And Train Your Sales Team Like They’re Our Own

Gain a competitive edge with FPG’s expert solutions in Sales Training, and Sales Management Training. Experience rigorous candidate screening, process-driven training that resonates, and transformative leadership that drives significant revenue increases. Give yourself an advantage and start your journey to higher sales and unparalleled success with FPG. Reach out to us today!