Navigating Confidence in Sales

Wherever you are in your sales journey, you need a mentor—now.  If you’re serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor who’s been through the fire and who can help you avoid costly mistakes.  Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales is about 80% confidence—you can’t afford to miss out. The truth is, the best salespeople aren’t born—they’re built. And behind almost every top closer is a mentor who showed them the ropes. https://youtu.be/QqXHY7ONs_k Mentorship Means a Better You. Period. Let’s imagine you’re new to sales. Or you’ve got some time under your belt. Or maybe you’re a seasoned vet. What do you all have in common? You all need a mentor. Most salespeople fail not because they lack talent, but because they try to figure everything out on their own. They treat sales like a solo sport when it’s really a team effort. When It’s All Going Wrong, You Need Help Take the case of Paul—fresh out of college and hungry to make a name for himself in sales. He had the energy and the drive, but he was missing something critical: guidance.  Paul made call after call, sent countless emails, and chased leads relentlessly. But his close rate was abysmal.  He’d get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest. But sales isn’t just about following a script—it’s about reading the room.  Timing, tone, objection handling, and reading the prospect’s emotional state. That’s where a mentor comes in. Advice from a Veteran is Key After months of frustration, Paul finally got paired with Mark. Mark was a legend—consistently at the top of the leaderboard, always winning deals that seemed impossible.  Mark had also been in the trenches. He’d faced every objection and lost more deals than Paul had even pitched. Mark didn’t give Paul a playbook—he gave him a framework. He taught Paul how to listen instead of just hearing. He showed him how to control the flow of a conversation and ask better questions.  Mark didn’t just give Paul advice. He let him shadow his calls, debrief after tough conversations, and sharpen his approach through roleplay. Within three months, Paul’s close rate skyrocketed. Why? Because Mark showed him what works. Paul didn’t have to figure it out through trial and error—he had a shortcut. Ask for Feedback Positive or negative, feedback makes you a better closer. It cuts down your learning curve and sharpens your edge. There’s constructive criticism: how to fix your call framework, how your because statement falls flat, how your questions didn’t draw out the prospect’s pain. How your buyer wasn’t in the room Then there’s positive feedback—every salesperson’s favorite. What you’re doing right that you can lean into, continue to hone, and repeat.  Three Edges a Mentor Gives You Great sales mentors aren’t a dime a dozen. But the guidance they provide is invaluable. Here’s what a mentor gives you: Pattern Recognition: The best mentors will point out where you’re consistently falling short—so you can fix it and move on. Accountability: Mentors keep you on track because they’ll check your progress—and keep you focused on specific goals. When you slip into bad habits, they’ll call you out. Emotional Control: Rejection stinks and it’s hard to get over—especially when you’re new to sales. A mentor helps you separate rejection from self-worth so you can bounce back faster. Master The Game Here’s the reality: You can figure sales out on your own. You can take your lumps, learn from failures, and eventually get better.  Or you can bypass the struggle by finding a mentor who’s already walked that path. Having a mentor isn’t just about getting better at sales—it’s about becoming the kind of per...