8 Steps to Full Proof Resilience and Scale Your Sales

It is said if there is one characteristic that every successful salesperson needs to survive and thrive; it is resilience.

Resilience is more than a personality trait. It is also a fundamental principle of effective organisational leadership. Moreover, in the current volatile economic climate, resilience can mean the difference between corporate survival, success and failure.

What is resilience?

Resilience is the ability to work through and recover quickly from a crisis or challenge (often referred to as bounce back) and the ability to bend and recoil back stronger after being, stretched or challenged.

If you and your sales team are to survive and thrive you must be committed and agile to withstand the challenge and stretch further. The key to your success is directly related to the speed to which you can recover from losing a deal or missing your goals.

As a leader, resilience is having a balance between tough decisions (strength of conviction) and adaptability to the changing situation but how do you know what to apply when? Sales leaders must be able to do an environment scan to know what they’re up against and then make the best possible decision based on their analysis of the situation.

Patrick Sweeney, author of Succeed on Your Terms said. “Salespeople distance themselves from rejection and think about what happened, extract the lessons and envision the opportunity to go back in because they feel they can take that challenge on and change the outcome.”

Whether you are a CEO, Sales Director or a salesperson, resilience is a crucial determinant of sales success and Scale Your Sales Resilience module looks at the why, the what and the how of creating and maintaining resilience.

Sales teams are not motivated by what they already know, but by a world of new possibilities that stretch and excite them. Salespeople need to believe why and how they can maintain the achievement thinking inspired action.

Resilience is a voyage of self-discovery. Discovering the unique strengths and beliefs that engage buyers. Understand the customer’s perspective and the underlying environmental drivers that deliver competitive advantage. Scale Your Sales Resilience enables your sales team with adaptability, new insight and the enduring confidence to stretch with the challenges. The outcome is to increase team morale, resilience and confidence.

Shane J. Lopez, Jennifer Teramoto Pedrotti, Charles Richard Snyder Authors of Positive Psychology: The Scientific and Practical Explorations of Human Strengths, list the are many psychological positive benefits of developing resilience:

  • Positive self-image
  • Problem-solving skills
  • Self-regulation
  • Adaptability
  • Faith or the meaning and one’s purpose
  • Positive outlook
  • Skills and talents that are valued by self and community
  • General acceptance by others

Thankfully, resilience is a skill built up and strengthen with practice. Once you understand the value of resilience, then there are eight steps and strategies you can take to improve your resilience muscle. Like an elite gymnast would always warm and practice before a competition, exercising to build and strengthen resilience.

Janice B Gordon  Sales Resilience

Scale Your Sales 8 Steps to Full Proof Resilience

  1. Leverage your strengths. When times are tough, it’s easy to lose hope and optimism. The time to focus on your strengths, research by Clifton & Anderson, Hodges & Clifton, Peterson & Seligman, demonstrates this gives you the best chance of survival with greater vitality and motivation, a sense of direction, higher self-confidence, and even probability of goal attainment.
  2. Expect to adapt to feedback or failure. I remember when I did my degree, the people that had a more comfortable life expected everything to be handed to them on a plate, as soon and this was not the case, they found it harder to bounce back. A crucial step in the process to build resilience is not to expect everything to work the first time. Like a gymnast success or failure, they warm-up and practice. They learn not to allow disappointment to consume their performance and expecting to make the necessary adjustments as a vital part of the process.
  3. Let go of what is out of your control. Focus on what you can learn from the feedback, what action you can take and what you want to change and how you choose to think and behave. If a competing gymnast delivers a fantastic performance, the gymnast cannot control how the judges react. They can only trust the practice and go out and give their best performance.
  4. Love the lesson. If you are continually looking for the lesson, you are continuously monitoring for insight, which becomes your competitive advantage. No two people are the same; therefore, no two sales are the same. Lessons are gifts to honour your new perspective. By embracing the challenge rather than resisting it, you open your mindset to new ideas and new opportunities.
  5. Develop your growth mindset. A growth mindset expands your possibilities and opportunities. Carol Dweck, the world-renowned psychologist who identified two core mindsets as fixed and growth, Dweck wrote: “The passion for stretching yourself and sticking to it, even (or especially) when it’s not going well, is the hallmark of the growth mindset. This is the mindset that allows people to thrive during some of the most challenging time in their lives.” Look at rejection or failure as feedback and learning opportunities, and this encapsulates why being resilient requires a growth mindset.
  6. Build collaboration and community. Resilience is as much about your characteristics as it is the people and the environment in which you surround yourself. If your collaborators, your network and your environment are fragile, then your community is weak. Invest in strengthening this community. The stronger your community, the stronger your resilience.
  7. Create the vision you want. Scientific studies, your brain cannot tell the difference between a mental image and actual reality. Elite athletes use visualisation to create a mental and emotional vision of their future outcome. Visualisation is an aid to all the inspired action that embodies your beliefs and achievement thinking. Resilient people employ visualisation techniques to help them bounce back with insight having learnt the lessons from the challenge.
  8. Feed your motivation. Self-motivation understands your Reason Why and then feeding your motivation with positive examples that inspire you personally. Read or watch other people’s stories of resilience. You learn more from failure than from success. It is beneficial if you stimulate your vision of success with motivational examples of how other successful people bounce back from a challenge.

Your success is directly related to your speed of bounce back. The more you exercise your resilience muscle, the better your resilience can consistently perform. Resilience is an essential characteristic of every aspect of business and life. However, resilience in sales is vital; you cannot succeed without it. Success in today’s volatile economy can be fleeting if resilience is not adopted. The more you learn to invest in strengthening your resilience with the Scale Your Sales 8 Steps to Full Proof Resilience, the more successful you will become and the more consistent your sales results and your business growth.

Scale Your Sales Resilience prepares your salespeople for whatever the challenging environment to be steadfast and agile in serving their customer needs. Scale Your Sales Productivity enable your salespeople to identify and grow your most valued customer and Scale Your Sales Attraction gives your salespeople the tools to engage your existing and attract more most valued customers. Moreover, elevate the relationship into long-term lift time partnerships.

About the Author

Janice is a Visiting Fellow at Cranfield School of Management. She is passionate about helping companies adapt their sales approach to the economic, social and technological challenges. This has led her to create the popular sales enablement system, Scale Your Sales. Janice is the international Strategic Account Sales Speaker, author and consultant, achieving many noted accolades including Sage Top100 Global Business Influencer 2017. Contact Janice to talk about Scaling Your Sales.

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