A sales man that can bring in big deals from big enterprises will
never lack for work. The downs are good and the ups are better. Nothing
stops the top pro from killing deals. Losers whisper bad economy talk
and point fingers at all but themselves, while the sales pro works to
kill deals,  like the dark eyed, sniper crawls to frame the kill shot.

The
sales  pro takes  his own counsel. All selling team members,  his bench
strength, enter the game when told; present, talk, demo, to precise
scripts molded by the sales pro.  Beware the tech guys, all sales guys
without the balls to work on quota, all sales experts that know about
what the sales pro has left behind. Tech guys are deal killers or
monster revenue magnets, killers if not checked, revenue makers is
managed. 

Joe Paterno, for whom I busted my butt for, and became
the first 4 year letterman at Penn State, took care of little  items
and the big jobs took care on their own. Learning from this, managing
the small details in the sales process is smart. The little things are
like who on the selling team will anwer which questions from the
prospect? How will presentations be run, what slides are in the deck?
Which selling team member can be matched to the prospect team member.
Like tech to tech, executive hair to executive hair and so on.What is
the competitor saying, who is the competor sales guy? take Hand written
thank you notes, small gifts, like a sleeve of golf balls, sent to
prospects; little things that win. 

The sales pro. like a lone wolf, is often not well liked. But he wears his professionalism like a tailored suit.