Learning how to boost confidence is the secret sauce behind any great sales team. A confident salesperson doesn’t just close deals—they build relationships, solve problems, and inspire trust. But confidence doesn’t magically happen. It’s something leaders must intentionally cultivate through structure, experience, and support.
We recently spoke with Mark Barnes, the owner of Minuteman Press Bakersfield, who shared how he’s built a high-performing team by helping to boost confidence in every salesperson. Drawing from years of leadership experience in both the oil industry and the print business, Mark offered practical and proven strategies every business owner can apply.
1. Start with Product Knowledge
If your salespeople don’t understand what they’re selling, confidence will never come.
At Minuteman Press, every new salesperson spends time in production before ever picking up a phone or meeting a client. Why? Because hands-on experience breeds expertise. When salespeople see how products are made, they understand the process, the pain points, and how to speak to real-world benefits.
“A salesperson should be able to speak intelligently about the product. Not just what it is, but why it’s set up that way and what the client should consider.”
This approach ensures that when customers ask questions, your salespeople can give clear, confident answers—because they know the answer.
2. Give Them Wins—Even Small Ones
Confidence is built on momentum. And momentum starts with simple wins.
Mark encourages his team to aim for small victories, like a single business card order. It might not be a huge deal in terms of revenue, but it gives the salesperson a win they can hold onto. And often, that tiny order turns into a larger relationship.
“Some of our biggest clients started with just a business card order.”
Small wins show your team how effort leads to results. Once they’ve seen success on a small scale, they’ll have the drive to pursue bigger opportunities.
3. Equip Them to Ask Better Questions
Confidence grows when a salesperson knows what to ask — not just what to say.
For example, instead of answering “How much is a banner?” with a flat price, a confident rep will dig deeper:
- Is it for indoor or outdoor use?
- Will it need grommets, wind slits, or reinforced edges?
- What size? What material?
When salespeople ask the right questions, they demonstrate expertise, uncover the customer’s real needs, and recommend the right solutions. This consultative approach builds both credibility and trust.
4. Help Them See Their Value
Mark shares how one of the most powerful confidence boosters comes from seeing the client transformation. When a customer starts off panicked about a last-minute need and ends up thrilled because everything was delivered flawlessly is the moment salespeople feel the impact of their work.
“It’s that transformation from ‘worried’ to ‘grateful’ that instills conviction in what we’re offering.”
The more your team sees how they’re solving real problems and making lives easier, the more conviction and belief they’ll have in what they do.
5. Create a Culture of Positivity
Sales is a roller coaster. Rejection is part of the job. That’s why Mark emphasizes creating a culture centered around a positive mental attitude.
In fact, his office includes a large banner with motivational slogans. Not subtle — intentionally bold.
“Attitudes are contagious — positive or negative. I want to make sure my team is constantly reminded to stay optimistic.”
This kind of mindset helps your team bounce back quickly from a “no” and stay motivated for the next “yes.”
6. Invest in Training—Not Just Onboarding
Confidence isn’t a one-time download during onboarding. It’s an ongoing process of development.
By giving your team real-world experience, access to continuing education, and opportunities to shadow experienced reps, you build a salesforce who know how to pivot, adapt, and lead conversations confidently.
Boost Confidence – Final Thoughts
Boosting confidence doesn’t come from hype or cheerleading — it comes from preparation, knowledge, wins, and experience. As Mark Barnes demonstrates, when you invest in these foundational elements, your team doesn’t just grow in skill, they grow in self-assurance.
Whether you’re managing a large sales department or mentoring one new hire, remember: the most confident salespeople are the most empowered.
Check Small Business Celebration out on YouTube, Facebook, Instagram, or LinkedIn
Reach out to our guest’s website: Minuteman Press Bakersfield