Without a Plan, You?re Destined for Mediocrity When you get right down to it, the only difference between successful and unsuccessful salespeople is that the successful ones have a plan. Successful reps have a clearly defined focus, direction and sense of purpose for their lives, careers and business. "They know exactly what it is they want to achieve and when they will achieve it, and they have clearly defined the specific steps they will take to achieve these goals," says Warren Greshes, a motivational speaker and author of The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success (John Wiley, 2006)....