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June 15, 2024

Building Resilient Sales Teams To Drive Resilient Revenues

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the importance of emotional intelligence, particularly in building resilience within sales teams. They examine how resilience can be developed, focusing on emotional triggers, regulation, and the critical role of optimism in improving sales performance.

“You can have the greatest sales training program methodology out there, but if you’re not teaching your team what resiliency is, they will lack the confidence, energy, and ability to execute the right selling skills every day.” – Colleen Stanley

Key Takeaways:

  • Resilience in sales can be learned and developed through practices like emotional regulation and self-awareness.
  • Optimistic sales teams tend to outperform pessimistic teams due to their ability to find opportunities in adversity.
  • Focusing on what can be controlled rather than what cannot reduces stress and enhances sales performance.
  • Self-awareness and reflection are crucial for identifying triggers and formulating strategies to overcome challenges.
  • Developing a forward plan for handling rejection and failure can empower sales professionals to navigate setbacks effectively.
The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

Full Episode Article:

Title: Building Resilient Sales Teams To Drive Resilient Revenues

Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen


In the fast-paced sales world, resilience is not just a trait but a strategic imperative. Bouncing back from rejection and navigating challenges effectively can make the difference between average performance and outstanding success. Hosts Colleen Stanley and Steven Rosen illuminate the critical role of emotional intelligence in cultivating resilience within sales teams. Their insights underscore the importance of emotional regulation, optimism, and a supportive team culture in achieving sustainable sales excellence.

Cultivating Resilience through Emotional Intelligence

The cornerstone of building resilience lies in emotional regulation, closely tied to emotional self-awareness. Colleen highlights the importance of carving out quiet time daily to enhance self-awareness. By pausing before reacting to emotional triggers and reframing situations, sales professionals can shift from the reactive reptilian brain to the rational prefrontal cortex, improving stress management and resilience.

Moreover, promoting optimism within sales teams can lead to higher performance levels. Optimistic individuals believe in finding lessons or gifts in adversity and focus on what they can control, fostering an internal locus of control. Sales leaders can empower their teams to navigate challenges and drive success by fostering a culture of optimism and self-belief in controllable outcomes.

Resilience in Action: Transforming Objections into Opportunities

Steven shares a compelling story illustrating how resilience can directly impact sales outcomes. Managers can influence sales representatives’ mindsets and body language by teaching them to respond confidently to common objections. Through this shift in perspective and behavior, sales teams can overcome challenges and achieve remarkable results.

Encouraging open discussions about failures and setbacks during team meetings can normalize adversity and pave the way for valuable learning opportunities. By asking sales professionals to reflect on past failures, take ownership of their actions, and identify lessons learned, managers can instill a growth mindset and resilience within their teams.

Furthermore, creating a supportive community within the sales organization can bolster resilience. Stanley emphasizes the importance of building tribes within teams, where experienced mentors can share wisdom and young professionals can benefit from shared experiences. By fostering a sense of community and encouraging open dialogue, sales leaders can create a resilient environment where team members support each other through challenges.

Implementing Resilience Strategies for Sales Success

Incorporating resilience training into onboarding and coaching sessions can equip sales professionals with the emotional intelligence necessary to thrive in a demanding sales environment. Organizations can bridge the gap between knowing sales strategies and effectively implementing them by prioritizing soft skills development alongside technical training.

One key question sales leaders can ask their teams to promote resilience is, “What part of this situation do you need to own?” Encouraging individuals to take ownership of their actions, learn from failures, and identify growth opportunities can empower them to navigate challenges with resilience and determination. Sales organizations can cultivate resilient teams that drive sustainable success by fostering a culture of self-awareness, optimism, and community support.

Through a holistic approach that combines emotional intelligence, learning from failures, and building supportive communities, sales leaders can empower their teams to overcome obstacles, adapt to changing market dynamics, and achieve peak performance in today’s competitive sales landscape. By prioritizing resilience and emotional intelligence, sales organizations can lay the foundation for sustainable growth and success in the long term.


As the sales landscape evolves, the need for resilient teams equipped with emotional intelligence grows more pronounced. By integrating resilience training into everyday practices and fostering a culture of self-awareness and optimism, organizations can empower their sales professionals to thrive amidst adversity. With these foundational principles, sales leaders can confidently steer their teams toward enduring success in a competitive marketplace.

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