A recent conversation with a long-time friend made me laugh and think. She said, “I don’t have that fearless factor you have…I mean, you moved to Denver, Colorado to start a brand-new career in sales training and speaking, without knowing a soul.”
When I pushed back— “Oh, you’d have done the same if you were single.” Her response was a fast, “Uh, no.”
Her comment got me thinking: What really gives someone the confidence to take risks? Sales requires exactly that—calling on new decision makers and new markets is inherently risky. Trying new selling skills can be viewed as risky. Talking to strangers is risky!
So, sales leaders, here’s the question: Do you have fearless, confident people on your team?
Here are three signs to look for (and how to teach them):
#1: Confident people take ownership.
When they succeed, they celebrate. When they screw up, they admit it. (Notice I didn’t say “enjoy” it.)
“I own it” salespeople experience more success because when they make a mistake, they seek out ways and advice to make sure they don’t do it again. They are fierce about getting the lesson learned.
“It’s not my fault” salespeople enjoy less success because when they make a mistake, they seek out ways to figure out who or what they can blame for the mistake. No lesson. No learning.
Guess which group improves faster? Exactly. Build an ownership mentality by repeating this mantra at every group sales meeting: If we don’t own it, we can’t change it.
#2: Confident people have a strong work ethic.
Show me a successful person and I will also show you a person with a work ethic. We often see the glory in sales: President’s Club winner, number one salesperson, top sales manager. What we don’t see is the story behind the glory---the hours invested behind the scenes to master new knowledge and skills.
People with a strong work ethic possess a high internal locus of control. Their mantra is, “If it is to be, it’s up to me.” They don’t wait for someone else to make them good. They do what it takes to improve. They read books, call a mentor, or invest in their own development.
Hire people with a strong work ethic---yes, they are out there. At your next interview ask your potential candidate this question, “What’s the hardest you’ve ever worked to achieve a goal?” Remember, experience is your best indicator of future results.
#3: Confident people don’t play the comparison game.
They’ve learned that comparing leads to “despairing” which leads increased anxiety and less productivity.
They also understand that comparing can also lead to “blaring.” You know that person who’s always “blaring” about their success. Ironically, bragging and blaring leads to “despairing” because arrogance and complacency settle in. Salespeople stop doing the very behaviors that made them successful
Encourage each person on your sales team to run their own race, play their own game.
Teach them that their main goal isn’t the pursuit of their sales goal. It to beat yesterday’s version of themselves, which helps them achieve their goals.
Confidence isn’t about being fearless.
It’s about being accountable.
Doing the work.
Focusing on your own lane.
Teach your team these three habits, and you’ll see confidence grow—along with sales results.
Good Selling and Leading!
