In this article, Jeff Sleete draws valuable lessons for media sales professionals from sports legends Wayne Gretzky and Michael Jordan. Both athletes achieved greatness not only through raw talent but also through relentless practice, discipline, and a deep mental focus. Sleete emphasizes that sales, like sports, requires consistent effort, a focus on self-improvement, and the ability to handle setbacks. He challenges salespeople to commit to personal development, noting that many professionals never take the time to enhance their sales skills, with statistics showing 90% of salespeople have never read a sales book.

Sleete advocates for a long-term approach to success in sales, similar to an athlete’s dedication to training. He encourages sales professionals to invest time in learning, reading sales books, and seeking advice from sales experts to continually improve their craft. Just like athletes, salespeople must persist, even during tough times, and develop the habits of excellence that lead to lasting success. By taking small but consistent steps to refine skills, salespeople can achieve significant growth and establish a solid reputation in their field.