How often should a salesperson train?
I get this question all the time—from rookies just starting out to seasoned professionals who feel stuck. And every time, I give the same answer:
“Every day.”
Not once a week.
Not when you feel like it.
Not only before a big pitch.
Every single day.
Sales is Like the Gym
Think about it—if you skip the gym for two days, your muscles might not immediately shrink, but your form, stamina, and rhythm start to fade. Skip a week, and the weights start to feel heavier. Skip a month, and you’re starting from scratch.
Sales is exactly the same. Miss a day of training, and you might not feel it immediately—but skip two, three, or seven days, and you’re rusty. Your closing lines start to falter. Your confidence dips. You struggle with objections. Suddenly, you’re out of the game.
You see, sales isn’t theory—it’s a practical sport. It’s mental combat. It’s verbal jiu-jitsu. Every client you meet has a different personality. Every objection is a different beast. Every sale missed is a missed lesson if you don’t reflect.
Objection is the Game
Here’s what I always tell my team:
“If you’re not dealing with objections, you’re not selling.”
Write down every single objection you get. Document it. Study it. Role-play it.
Was it:
●“I don’t have the budget”?
●“Let me think about it”?
●“I’ve seen cheaper elsewhere”?
Good. Now train on how to handle it.
Sales is not about waiting for the perfect customer. It’s about being ready for the real ones.
When We’re Winning, We Train. When We’re Losing, We Train More.
At M&J Africa, daily training is our culture. Not just when we’re desperate. Not just when the pipeline is dry.
We train when we’re winning. We train when we’re losing. We train because that’s how we stay sharp.
That little success we’ve seen? That growth? That brand recognition? It’s not luck. It’s not magic. It’s training. Every. Single. Day.
When a sale is missed, we don’t just move on. We run a post-mortem. What could we have done better? Was it the pitch, the tone, the follow-up? Sales is not failure-proof—but it is reflection-proof. Learn, adjust, and go again.
Lift 60kg So That 40kg Feels Light
There’s a story I like to tell.
If you train to lift 60kg in the gym, guess what? Lifting 40kg becomes child’s play.
It’s the same in sales. If you train to close a million-dollar deal, a $10,000 pitch becomes a walk in the park.
You’ll only rise to the level of your preparation, not your potential.
Final Advice: Change Your Mindset, Change Your Paycheck
If you want to be paid more, you must train more.
If you want to be a sales rockstar, stop waiting for motivation—just train.
Whether it’s role-play with a colleague, reviewing sales calls, watching training videos, or attending live workshops, put in the hours. You can’t cheat the grind.
Sales will only pay you in proportion to how seriously you take your craft.
One Last Thing…
Don’t wait for your manager to push you.
Don’t blame the product.
Don’t hide behind the economy.
If you’re serious about winning, then start today. Train. Daily. Deliberately. Relentlessly.
Because average salespeople train when they’re in trouble.
Champions train so they never get there.
