By John Chapin

Every sales person talks about having a “breakout year,” but few actually do. The difference is rarely talent, luck, the economy, or even the product. The real difference is mindset, discipline, and execution. If you want 2026 to be your best year in sales, not just slightly better, but clearly better, then you must approach it differently than you have in the past. These are proven principles and practical strategies that consistently separate top producers from everyone else. None of this is flashy. All of it works.

1. Know Why 2026 Has to Be Your Best Year
Before tactics or activity goals, you need a powerful reason. Why must 2026 be your best year in sales? If your “why” isn’t strong, motivation will fade the first time you’re tired, discouraged, or rejected. A compelling reason fuels consistency. It gives you the energy to do what must be done even when you don’t feel like it.

Your reasons should include both positive motivation and negative consequences. All great achievement begins with a burning desire that refuses to let you quit. If your why is weak, your effort will be weak. Dig deep and make it personal.

2. Set Clear Goals; Build A Simple Plan
Top performers don’t wing it. They set goals, create a plan, and work that plan daily.

You don’t need a complicated spreadsheet or a 50-page business plan. You need clarity. What does your best year in sales look like numerically? Revenue; units; new accounts—once you know the outcome, work backward. How many sales does that require? How many conversations? How many visits?

Break annual goals into monthly targets, weekly targets, and daily activity. When goals are reduced to daily actions, success becomes mechanical instead of emotional. Do the activities, and results follow.

3. Take Massive Action; Do What Must Be Done
Once you know why and what, it’s time to execute. The most successful salespeople are people of action. Remember, anything worth achieving requires effort, discomfort, and rejection.

4. Never, Ever Give Up
Winston Churchill said it best: “Never, never, never give up.”

Sales is a long game. It’s about deciding what you want, creating a plan, taking daily action, learning from feedback, and adjusting until you win. Like a ship crossing the ocean, you’re off course most of the time—but consistent course correction gets you to the destination.

5. Hit The Year Like A Freight Train
If you want 2026 to be different, you must start differently. Call your best customers, and create momentum early. Ideally, you want to be far ahead of quota early in the year so confidence replaces pressure.

You can have your best year in sales in 2026. The question isn’t can you, it’s will you.

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John Chapin is a motivational sales speaker, coach, and trainer with over 38 years of sales and sales management experience. Contact him via email: [email protected].