My sales teams are used to hearing about Game 4 of the 1998 NBA Finals–The Utah Jazz verses the Chicago Bulls. The Jazz entered game 4 down 2-1 in the series, but my hopes soared when I found out Michael Jordan was sick with the flu. Surely this would weaken the Immortal enough to let the Jazz squeak through.   

Michael Jordan played an absolutely amazing game, and finished off the Jazz by stealing the ball from Karl Malone in the final few seconds, driving down court, and making the game winning shot. The famous quote from one of the announcers: “Michael Jordan running on fumes with 45 points…” As I watched MJ in that game, as sick as he was, I somehow knew from the beginning that it was over. I could see that Michael Jordan simply decided to win, and no sickness, no Jazz home-court advantage, no Jazz lead in the final seconds could deter him. He believed he could control his destiny, and he did it.

As a sales manager for seven years, I believe that there are a select few salespeople that have the same inner drive, inner confidence that allows them to control their own destiny. They create outcomes. They obliterate obstacles. I don’t know how to explain this to others, but I have seen one or two superstar salespeople accomplish this.

Take Matt Wilson for example. He was not the most polished, but he was possessed to win. He used to tell me he couldn’t sleep at night the final week before a deadine, and in the final few hours, Matt would inevitably have one or two ads left to fill to hit his quota. I imagine the other salespeople inwardly smiling as they thought to themselves, ”This time he won’t make it.” And then somehow, in the final hour, Matt would always squeak through with a last-second ad contract. Others would curse the dumb luck that always seemed to smile on Matt Wilson. But I knew different. Somehow in ways I still can’t fully explain, Matt controlled the outcome of his game. He couldn’t have done that without a lot of effort and work throughout the month, but in the final minutes, he created the desired outcome.

Are you a superstar? Here are a couple quiz questions that might help you discover if you or one of your salespeople have that uncanny ability to control destiny:

If your sales manager places a graph on the table showing declining sales numbers over the past couple of months, what comes to your mind first? 

1. The logical reasons/excuses why those numbers dropped, reasons that were beyond your control.
2. A fierce desire to crank the numbers back up to where you want them, without much thought to the “why” behind the decline.

When the salesperson next to you smashes you to pieces with incredible monthly numbers and a “Salesperson of the Month” award, what comes to your mind first?

1. The logical reasons/excuses why it was easier for him/her to hit those numbers, and the logical reasons/excuses why you were at a disadvantage.
2. A fierce desire to crush him/her in the next month, and the beginnings of your strategy for doing it, without much thought to the “why” behind your defeat.

When, as a new salesperson you are assigned the worst territory in the company, what comes to your mind first?

1. An anger and resentment that you have been dealt with unfairly, and the reasons/excuses for why you will never be able to measure up to your quotas.
2. A fierce desire to win despite the unfavorable hand you have been dealt. An inward confidence that you will succeed without much thought about ”why” you were assigned to this weak territory.

I know, I know. You’re wondering if anyone actually thinks the things I’ve outlined in the second options. I don’t think one in 100 or maybe even one in 1000 are pure option 2 thinkers. But I assure you that they are out there. They exist. And when you find one…or become one, you will conquer everything in your path, crushing competition, destroying quotas…and capturing Michael Jordan immortality. Then you will be a superstar.