I have a sales rep on my team that suffers from doubt. She constantly finds reasons why she can’t succeed and why she can’t meet quota. She has a negative attitude to go along with this, and each time our company delivers less than stellar service she is certain to use it as further proof that she cannot succeed. Never mind that 98% of the time our service is great!
Interestingly, despite all the doubt and negativity, this rep usually produces above-average results. And, I have tried hard to get her to believe in herself and her company. I have given her many reasons to “drink the Kool-Aid” at our company and to take on leadership roles in the area where she has great expertise. I believe that her results will be even better if she embraces her company and her own ability to win in her market. Enthusiasm is contagious, and spills over as your belief inspires your prospests to try you and your customers to continue to trust you to take care of their needs.
If you are a rep that suffers with doubt or negativity, you are costing yourself in many ways. Your sales leader can only lead you so far in getting you to buy into your company and your ability to make things happen. If you do not believe you can hit and exceed your quota, you probably won’t. You may get lucky for awhile and do okay, but you will never be a rock star and you will never win the respect and admiration of your management team and company executives.
What to do? Well, you really have two options. Find another company to represent, one that you feel absolutely great about, and give it all you’ve got. Or, decide to embrace the company you are with and the skills that you possess to create magnificent results in your territory, and give it all you’ve got! Either way, it’s hard work. But that’s what sales is. And, it pays a lot more when you are enthusiastically attacking it. Here are some things to try to build your belief:
- Read an inspirational book or biography
- Join ToastMasters or take a course or attend a sales seminar
- Request a meeting with a company leader and learn more about it’s history
- Have lunch with a top performer and pick their brain about how they do it
- Build a brag book of your accomplishments
Whatever you do, don’t limit yourself with a bad attitude. It’s contagious too, and your boss doesn’t like it and doesn’t want you to spread it!
Good luck out there,
Bill
