Good and bad. The thing is, both these people are winners. Because only winners enter the race in the first place. The risk involved in becoming a winner is a tall order for a salesperson, and the reason so many sales forces are suffering isn't because they don't have winners on their teams, but because too many of their players won't enter the race. Perhaps the most powerful mixed message we receive as children is the belief we hold about winning and losing.
Most people tend to be non-riskers.
They're men and women who've settled at an early age into the comfort zone of mediocrity. Make no mistake, At-Leasters are smart and skilled. They learn new techniques quickly enough, but their lack of internal reprogramming negates even the best skills-bases training. Without the proper inner resources, even the best skills in the world won't make a sale. A profile of Winners shows that these people have internal resources that outside negativity just won't erode.