Anyone in sales will know that selling is full of ups and downs and that these can be difficult to handle and can be stressful at times. But handling the ups and downs well is essential for long term sales success and for avoiding an early grave.
At Sales Motivations we have been conducting research into the most critical personal psychological factors for sales success, carried out across several different organisations, markets and types of sales roles.
Our focus is on these psychological factors because high sales performance depends more on what you do with the skills and knowledge that you have rather than the skills and knowledge in their own right.
We are seeing some very illuminating initial results. If you are interested in growing sales performance then you will probably want to know about the findings.
The factor which we’ve found to be most highly associated with high sales performance is resilience.
Bouncing back quickly
Resilience is the ability to recover quickly from set-backs and to keep going in the face of challenges to achieve your objectives. It is more associated with high sales performance than both motivation and ability to cope with well with pressure.
There are two ways of thinking about resilience and its effect on sales performance.
The first is how deeply a set-back affects performance. Imagine that a sales person loses a major deal or loses an important client. It is natural to feel down and demoralised in these circumstances, but does this result in just a small drop in activity levels or grinding completely to a halt?
The second aspect is how long does the drop in activity last for? It could vary from a few minutes to days, weeks or longer. We’ve even seen sales careers come to an abrupt end as the result of a major set-back.
It is easy to see that the deeper the dip and the longer it lasts the more it will reduce sales performance.
How much bounce do you really have?
So resilience is vitally important to sales success. But do you know how resilient you or you sales team really are? Do you know what you or your team could do to grow or sustain resilience and sales performance?
If you would like to find out you own resilience score and how it compares to your own level motivation and ability to overcome challenges, you can take our award winning on-line Sales-Motivation and Resilience Questionnaire.
It consists of forty simple questions and takes just a few minutes to complete.
When you have completed it, you’ll receive a personalised six page report describing your personal resilience score and what you can do to maintain or improve it.
For just the next seven days you can take it for free (offer limited to one person per organisation), just contact us now mentioning Sales Initiative to get yours.
Article by Bryan McCrae, Director Sales-Motivations