The answer:

Malcolm Gladwell would say it takes 10,000 hours to mastery, but what about mastering complex sales?

In sales vernacular, that “time” could represent different milestones:

  • Time to First Sale
  • Time to Quota
  • Time to Top Performance


The world is getting more complex. As complexity increases, so does time-to-mastery.


I learned early on that you need to work as hard on yourself as you do on your job.

8-5 is about getting the job done.

Everything before and after is about self-development – the time invested that gets you to mastery.

I’d suggest ignoring all the advice from self-improvement gurus on shortcuts. Truth is there are no shortcuts.

Hard work – on the job, on yourself. 10,000 hours to mastery. Be relentless.

Join the discussion 514 Comments

Leave a Reply