Legendary Baseball Manager Tommy Lasorda once said, “No matter how good you are, you’re going to lose one-third of your games. No matter how bad you are, you’re going to win one-third of your games. It’s the other third that makes the difference.” What Lasorda was describing is the need for the drive to go beyond your own talents, beyond what everyone else is doing in order to achieve success.
There is a similar analogy that exists in sales. As detailed by corporate sales trainer Stephan Schiffman in his book “Cold Calling Techniques,” one-third of all sales are gotten no matter what the sales professional does, one-third he/she will not get no matter how great a salesperson they are, and one-third is “up for grabs.”