How to build resilience as a salesperson
As a salesperson, I’ve experienced my share of ups and downs – you can find out more about my journey so far here. The exhilarating highs of success and the crushing lows of setbacks can mean a wild ride, with the rollercoaster teaching me just how important it is to build resilience in this particular profession.
As a cornerstone of sustained success in sales, it’s a trait that’s pretty essential. The world of sales is filled with rejection, setbacks and challenges, whether that’s a lost deal, an unresponsive client or an economic downturn.
Resilience by its very nature enables sales professionals to navigate obstacles with determination and positivity. With the ability to recover quickly from difficulties, enabling individuals to see setbacks as opportunities to learn, grow and move forward. Salespeople who build resilience aren’t focused on avoiding failure, but embracing transformation and opportunity, and it’s the key to a more adaptive and robust sales force.
Without resilience, the inevitable challenges and rejections become insurmountable obstacles. So, how can you build resilience?
Start with a positive mindset
The first step in building resilience is cultivating a positive mindset. Sales is a field where confidence and enthusiasm can significantly impact performance, with a resilient salesperson more likely to maintain their motivation and optimism, even in the face of multiple rejections.
A positive outlook not only enhances personal performance but inspires confidence in others, including customers and colleagues. When customers sense a salesperson’s unwavering belief in their product and their ability to deliver value, it builds trust and rapport, which are essential for closing deals.
It is important to acknowledge that optimism doesn’t mean ignoring the difficulties but rather approaching them with the attitude that you can overcome them.
Cultivating belief in yourself should begin as soon as you wake up. Start each day with a positive affirmation and focus on what you can control. Build resilience by celebrating small victories and learning from your failures. Every setback is after all an opportunity to grow and improve.
Learn from rejections
In sales, rejection is inevitable. However, instead of viewing rejection as a failure, see it as a learning opportunity. Analyse what went wrong and identify areas for improvement. This reflective practice not only helps you refine your approach but strengthens your ability to bounce back.
Develop a strong support network
Having a robust support network is crucial in every aspect of life. By surrounding yourself with colleagues, mentors and friends who can provide guidance, encouragement and constructive feedback, you can nourish yourself in a positive way to ensure better outcomes both personally and professionally.
Take time to engage in regular conversations with the individuals that are important to you. It’ll help you gain new perspectives, boost your morale and keep you motivated when times are tough.
Keep on learning and growing
The sales landscape is constantly evolving, which makes the ability to adapt pretty crucial as a salesperson. Adaptability is also a key component of resilience.
Getting to know the industry you serve as well as the sales profession as it changes over time is integral to the growth and flexibility that ensures sustained success. Invest in continuous learning to stay ahead of the curve. Attend workshops, read industry-related books, and keep up-to-date with the latest sales techniques and market trends.
Being well-informed not only boosts your confidence but equips you with the tools to handle the unexpected challenges that the sales pipeline always throws up.
Set realistic and achievable goals
Striving for more is always good, yet when the leap is too great, that go-getting attitude can quickly lead to disappointment. Set realistic and achievable goals to build resilience, and get to exactly where you want to be using more manageable steps.
By breaking down those long-term objectives into smaller tasks, you can maintain focus while preventing the overwhelming feelings that can hold the most driven individuals back. Tracking your progress and celebrating milestones, no matter how small, reinforces a sense of accomplishment and keeps you motivated.
Practice self-care
One of the many benefits of building resilience is that it contributes to better stress management and overall wellbeing. The high-pressure environment of sales can lead to burnout if managed poorly. Resilient individuals however are better equipped to handle stress, maintain their mental health and sustain their energy levels over time.
Prioritise taking care of your physical and mental wellbeing. Indulge in regular exercise, eat a balanced diet, and make sure you get a good eight hours every night. Practising mindfulness and stress management techniques (such as meditation or yoga) can also help you stay cool, calm, collected and focused.
By nurturing a healthy body and mind, you’ll build resilience that’ll leave you better equipped to handle stress and recover from setbacks.
Keep an eye on the prize
Maintaining a long-term perspective is crucial, especially in sales. Securing success in sales is not a sprint but a marathon.
There will be ups and downs, but keeping your eye on the bigger picture helps you stay motivated and resilient. Remind yourself of your long-term goals and the reasons why you chose this career path, and view the rejections that are inevitable in sales as learning opportunities that help you refine your approach and bounce back!
