Sales Performance Mentality/How to Rise to the Top of Your Game
We all strive for success and growth in our lives, especially in our professional lives. Sales performance is no different. Whether you are just starting out or have been in the sales force for years, having the right mentality can help get you to the top of your game.
The best salespeople have a mindset that goes beyond just surviving and striving; they thrive!
What type of sales mentality do you possess?
Sales professional survivors barely meet 75% of their set objectives and essentially skate by, retaining their position by a mere thread. In this scenario, the underlying goal is simply remaining employed, indicative of a mindset dominated by desperation.
Sales professionals who are just about meeting their performance goals often harbor habits and a mindset that is permeated by self-limiting beliefs and fear of failure. They tend to shy away from challenges, sticking to the ‘tried and true’ methods, even when they are no longer yielding results.
They may procrastinate on important tasks, avoid seeking feedback, and lack the motivation to engage in continuous learning. Their mindset is typically characterized by a lack of self-confidence, a defeatist attitude, and a reluctance to step out of their comfort zone. This inhibits their ability to innovate, adapt to new sales strategies, and ultimately hampers their performance and growth in the competitive sales environment.
On the extreme end of the sales performance spectrum, we find professionals who strive relentlessly, often culminating in burnout. Strivers are typically overachievers who set exceptionally high standards for themselves, and the self-induced pressure to constantly outperform can trigger emotional, mental, and physical exhaustion.
The strivers’ mindset is often characterized by perfectionism and an unhealthy obsession with success at any cost. They fear failure and view any setback, however minor, as a severe blow. The high-stress environment they create for themselves can lead to anxiety, depression, and a significant decrease in job satisfaction and productivity.
This relentless drive to succeed is paradoxically coupled with a lack of self-belief. Strivers often suffer from ‘imposter syndrome,’ constantly doubting their abilities and fearing that they will be exposed as a fraud. This lack of self-confidence can lead them to overcompensate by working excessively hard, creating a vicious cycle of overexertion and burnout. Their mindset is essentially one of self-deprivation and fear, which restricts their ability to maintain sustained performance and overall wellbeing.
On the flip side of strivers are the rare and respected sales professionals who endeavor to better their performance through a growth-oriented mindset. They eagerly embrace challenges, viewing them as opportunities to learn and improve, rather than threats to their success. This group of salespeople frequently seeks feedback, not fearing criticism, but rather using it constructively to enhance their skills and adapt their strategies.
Thrivers love to self-reflect and compete with their self-formed standards. Their habits reflect this proactive mindset. They demonstrate persistence and resilience, not allowing setbacks or rejections to deter them. They engage in continuous learning, stay informed about industry trends and new ways of working, are open minded about new approaches, techniques and modalities of mindset growth, and hone their mind for sustainable success. Their self-belief is unshakeable, trusting in their ability to achieve their goals.
Unliked strivers, these salespeople possess an intrinsic, rather than extrinsic, motivation to succeed that is reflected in their relentless pursuit of excellence and their willingness to step outside of their comfort zones.
Thrivers recognize that sales performance is not just about meeting targets, but about paving the path for their success by mentoring, sharing their knowledge, and empowering others in the competitive world of sales. They are not afraid to shake the status quo, if required, because of their inner self-belief in doing the right thing. Being secure t and confident comes from a deeper place of authenticity.
Have You Reached the Top of Your Game?
So how do you want to play in the sales world? Think about how you show up currently, and where you want to be in the next 5, 10 or 20 years, and set your sales performance mentality accordingly.
Arishma Singh is an award-winning top performer, a ‘pocket rocket,’ and a woman to watch, with over 20 years of corporate experience working with such major brands as Nielsen Media, American Express, Google Australia, Pivot Software, and Experian Australia, After numerous health setbacks, Singh’s journey into mind-body solutions led her to EFT (Emotional Freedom Techniques). A globally certified and accredited EFT practitioner, she leveraged EFT to develop her own methodology, THRIVE, to enable high performers to achieve sustainable success without compromising their wellbeing. A keynote speaker, author, and edupreneur, Singh leads Thrive With EFT to empower clients to overcome inner blocks and achieve life-changing transformation. Her new book is The Respected Salesperson. Learn more at arishma.com.