Is your sales team the best that they can be? Are they 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 sales person 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.
In a recent interview featured on Forbes, Shark Tank’s Robert Herjavec discusses the most important skill you need to be successful in life – sales.
But for Herjavec, sales goes further than just a job role, it also means being resilient. In fact, throughout his interview he uses being a good sales person almost synonymously with being resilient, and it’s true – sales and resiliency go hand in hand. According to Herjavec, “I’ve lived through the rejection of ‘no’ so many times that I’ve come out the other side and see every ‘no’ as a stepping stone to my next ‘yes.’”
And while some may say being a good sales person is either something you are born with or not, Herjavec argues “No one is naturally talented in sales. It’s a critical skill that everyone can and must master.” And according to Herjavec, the way to master this skill is through a resilient mindset.
In an excerpt from his new book “You Don’t Have to be a Shark”, Herjavec writes, “The path we all follow toward success, no matter how we define it, is never as easy as Just try hard enough. It never was. Things are not and have never been that simple. One of the biggest obstacles we all encounter in this journey is easily defined and, despite all, we may believe, something we can all learn to handle.”
“It’s selling. Selling your services or product. Selling your dreams to others. And even selling yourself to yourself, which for some people can be the hardest job of all.”
Resiliency is the ability to bounce forward in times of adversity and to see opportunities among change. It encompasses skills which combat viewing stress as a negative. TRACOM’s Resilience programs teach people about the sources of their stress, 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.
Have you given your sales team the adequate tools to be the best sales person they can, even when times are tough?