A career in sales is a fast-paced, highly competitive profession where rejection is unavoidable, and only the fittest survive. Even the slightest market shifts could mean big changes for your sales team’s performance. Learning to not become depleted when perceived failures occur is essential to survive, let alone thrive. Resiliency training is a fundamental skill your sales representatives need to reach their fullest potentials and thrive in a competitive economy.
Sales Performance is Driven by Resilience
When salespeople are hired, especially those with previous experience, it is assumed that they know how to handle adversity and rejection. Why would they have built their career around sales if they weren’t equipped to handle setbacks, right? But assuming your salespeople are equipped to handle the challenges that operating in a sales role throws at them is one of the single most common mistakes an organization could make. Just because someone has a resume demonstrating their success at selling doesn’t mean they are ready to handle shifting markets, competitors, new substitutes, autonomy, long hours, nor do they know how to sell your company’s new product that doesn’t bolster the sterling reputation that your old product did. Selling isn’t always difficult and some products essentially sell themselves, but what happens when it isn’t so easy? What happens when the market shifts or even worse – crashes? What happens when your cash cow is replaced by a competitor? The best salespeople are those that shine even in the face of adversity.
- Eighty percent of sales are earned between the 5th and 12th contacts, however most sales people label leads as inactive or uninterested long before the 12th attempt and never return to them.
- 44% of sales reps will give up after one attempt. Read sales stat blog.
Think your sales reps couldn’t be guilty of such mediocre effort? Another study finds that the average sales person only makes two attempts to contact a person and 67% of sales professionals do not reach their individual quota. If 80% of sales are earned between the 5th and 12th contact, it makes it easier to understand why only 20% of people make up 80% of a company’s revenue. Sales performance is driven by resilience and the 80/20 rule is defined by those who are resilient. Fortunately, resilient selling can be learned. By addressing humans’ natural tendency toward negativity, TRACOM’s Resiliency Training teaches us to acknowledge our counterproductive thoughts and transform them through proven tactics and strategies.
Accelerate Sales Growth with Resiliency
When 63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy, maintaining a resilient mindset is the name of the selling game.
Resilience training teaches people to be persistent, open-minded and optimistic in the face of adversity and to not only bounce back from setbacks but bounce forward. This means that resilient individuals not only get back up and try again, they get back up and apply what they learned to their advantage the next go around. Resilient sales professionals actually perceive “failures” differently than most of us do, and instead of viewing a setback as a stopping point, the use it to fuel their sales growth in the future.
Companies with “dynamic, adaptable sales and marketing processes” reported an average of 10% more sales people on-quota compared to other companies. Resiliency training gives sales professionals the knowledge to do just that, be adaptive and dynamic.
Those with resiliency training are:
- 15% better finding opportunities in workplace challenges
- 16% better at consistently performing at a high level
- 20% more comfortable initiating change when needed
- And 22% less likely to be personally effected by stressful sitiations.
Developing a Prosperous Salesforce
Sales professionals are presented an enormous amount of pressure. This includes personal and family pressure to hit necessary quotas and get paid, pressure from management to continuously improve month after month, quarter after quarter, year after year, pressure from customers who are scavenging for the best deals, and pressure from both internal and external competition. Sales reps also work tremendously long hours and always have to put on their A-game. Letting a bad day or personal issue hinder performance has a direct effect on revenue and also the company’s reputation. Your sales reps are the face of the company, and their ability to work past personal issues or bad days is integral to success.
Sales reps are also very autonomous and need to be highly disciplined with time. You might be now realizing that asking your sales team to outperform their competitors or boost revenue from years prior without any training in resiliency was like tasking somebody with catching a fish without a fishing pole. Just because some people somehow manage to do it, doesn’t mean you should expect it from everyone. Giving your sales team the training to be the best sales people they can be is common sense.
Putting the Resiliency Model to Work
TRACOM’s Adaptive Mindset for Resiliency Model is comprised of nine elements that directly address improving sales. These nine elements include personal responsibility, realistic optimism, personal beliefs, self-assurance, self-composure, problem-solving, goal-orientation, courageous conversations and social support.
Learn more about the elements of TRACOM’s Adaptive Mindset for Resiliency Model here.
Our resiliency programs teach people about the sources of their stress as well as their pattern of responses to stress, and practical strategies for altering these responses. They are based on decades of research on resiliency as well as new and ground-breaking research in neuroscience. Participants leave the training with insights about themselves and concrete ways to buffer themselves from workplace stressors. They will be able to utilize these skills immediately to enhance their resiliency and increase their job performance. Learn more about our resiliency research here.
Learn more about our resiliency programs, products and assessments here.
Those who have mental and emotional resiliency to face new challenges with optimism and quickly bounce forward are best equipped to find creative ways to deliver value to customers throughout the sales cycle.
TRACOM recently paired up with a large-scale consulting company who employed both SOCIAL STYLE training and Resiliency training to leverage their employees’ abilities to succeed.
More than ever before, salespeople bear the responsibility of developing long-lasting, mutually-beneficial relationships with customers by consistently exceeding their expectations. In today’s marketplace, customers expect suppliers and service providers to exceed expectations at all stages of the sales cycle and the service delivery process.
Are your sales reps able to maintain their performance even when the economy slows? Can they sell a variety of products and services even in the face of increasing competition? A good salesperson isn’t just one who succeeds when the market is good, because they are lucky or have the best product to sell, they succeed because of their resiliency.