You've been there: staring at the computer screen, going through leads on autopilot, making calls that lead to dead ends. Sales figures have plateaued—or worse, declined—and you're starting to wonder if you've hit your limit. You've tried tweaking your approach, investing in training or even grinding longer hours, but nothing seems to work.

This scenario is all too familiar to many sales professionals. The immediate reaction is often to blame external factors like market conditions, competition or even the quality of the leads. But what if the obstacle is not external but lies within you?

Skeptical? Understandable. Mindset is often the least scrutinized aspect of sales performance. You might think, “It's not all in my head. Sales is a numbers game, after all." But what if I told you that your mindset—specifically a growth mindset—is the cornerstone to breaking through that wall?

Carol Dweck, Standford University professor and mindset psychology researcher, coined the concept of a growth mindset in her 2006 book, “Mindset: The New Psychology of Success." Dweck defines a growth mindset as the belief that abilities can be developed through dedication and hard work. This viewpoint creates a love for learning and resilience, which is essential for great accomplishments.

In sales, your mindset is your greatest weapon. In my work training sales professionals, I developed the RAP Method for unlocking a growth mindset.

Let's unpack this three-step practical approach to recognizing where you are, adjusting your strategies and persevering through challenges:

1) Recognize where you are. The “R" in RAP stands for recognize. Ask yourself, “What's working and what's not?" Are you comfortable in your current sales position or do you see room for growth? Being brutally honest with yourself is the first step to change. The key here is to assess your performance metrics, gauge customer satisfaction and be introspective about your skills and deficiencies.

2) Adjust your strategy. Once you've recognized your strengths and weaknesses, it's time to move on to the “A." If you've struggled to meet targets, delve into the why and how. It may be because you need to set the right goals or your customer interactions need more of an empathetic touch. Adjust your daily routine, improve your communication skills or even seek mentorship.

3) Persevere through challenges. Last but not least, the “P" is for persevere. I cannot stress enough how crucial perseverance is in sales. Regardless of the industry's ups and downs or your personal challenges, perseverance can carry you through. From the first cold call of the day to the last customer interaction, perseverance should be your constant companion.

Like many in our industry, I once believed that success hinged solely on skill and hard work. Don't get me wrong; these elements are essential. But when I incorporated the RAP method, that's when the game changed. This wasn't just another strategy. It was an awakening.

When you hit the wall and aren't making the progress you yearn for, it's easy to point fingers at everything but the person staring back at you in the mirror. It's time we own up to it. Mindset matters.

Casey Cunningham is the CEO and founder of XINNIX, a premier leadership and sales performance company. For more information, call 678-325-3500 or email info@XINNIX.com to schedule a meeting.