A bicycle in its simplest form has a front wheel, a back wheel, and a frame. Imagine the front wheel representing the relationship side of selling, where people, strategy, and selling skills are required. The back wheel represents the product side, where product, industry, and competitive knowledge are important. The frame represents the infrastructure, where organization, territory, and time-management are necessary.

The front wheel (relationship skills) takes you and your prospect where you want to go. The back wheel (product skills) provides the power to get there. And the frame (infrastructure) holds everything together during your journey. You, the rider (salesperson), make it all go - first with training wheels and over time with mastery if you are willing to work hard (mental toughness).