They expect to...
As a student of sales performance over the last 20 years, I have come to realize that some salespeople are predisposed to approach winning / losing a sale in a particular way. Some salespeople "play to win" while others "play not to lose". A recent study sheds additional light on the science of winning and losing.
Winners win and losers lose - more often.
My experience as a consultant, past sales VP, sales manager, and life-long salesperson supports the following: A salesperson's mindset or viewpoint of their world is impacted by their Behaviors, Motivators, Acumen, and Skills
, life experiences, and beliefs.
I have never believed that some people are luckier than others... In fact, I do not believe in luck. In sales, a sales wolf (those who consistently produce in the top 20th percentile) creates their own luck by doing their homework, fast feedback looping, staying focused, and resiliance.