The great concert pianist Vladimir Horowitz once said, "If I don't practice for one day, I notice it. If I don't practice for two days, the critics notice it. And if I don't practice for three days, everybody notices it."

We can all agree that practice makes perfect. But if you assume that Horowitz was sitting at his piano for hours each day practicing Tchaikovsky or Beethoven, then you're missing the whole point.

Horowitz was arguably the most accomplished pianist of the 20^th century. But here's the key to his success: He didn't just practice his performance each day — he practiced the scales. He practiced the fundamental elements of his performance so when it was time for the actual concert, he could execute his performance flawlessly and completely wow his audience. He could move people to tears.

The most talented major-league baseball players don't just show up at game time and magically hit home runs. That's what we see. What we don't see from the bleachers are the countless hours of batting practice these guys have put in before the game.

Tiger Woods doesn't just go out and play 18 holes every day and say to himself, "There. I've practiced."

Tiger goes to the driving range, where he practices his stance, grip and swing. He practices putting. He practices getting out of sand traps. With countless repetitions, he practices each fundamental element of the game of golf, making minor adjustments whenever necessary. Then, when it's time for the big tournaments, he can just do it. It flows.

No matter how talented or experienced you are, if you want to excel at anything, you have to practice the fundamentals — the essentials. It's true for playing the piano, it's true for playing baseball or golf, and it's true for pharmaceutical sales.

Like observing a world-class golfer, watching a talented sales rep make a smooth and effective sales call can be deceptive. These representatives make it look so easy — almost magical. But there's no hocus-pocus involved. Really examine what they're doing and you'll see that both the golfer's and the rep's performances can be broken down into basic, fundamental skills that have been extremely well-practiced, leading to flawless execution.

As a sales representative, you may know your territory very well. You may know your product inside and out. Maybe you've been doing this job for years. Your customers may appreciate your knowledge and experience. Maybe your numbers are good and your sales are steady.

But I'll bet there's a nagging little voice in your head whispering, "You can do better."