A few years ago, my family vacationed in Yellowstone National Park. While we were in awe of the national park’s natural beauty, we were taken aback by the lack of consistent internet access in most areas and how it affected the daily lives of locals and tourists alike.
We met new friends and tried to coordinate dinner plans while staying at different hotels. Not only was it time-consuming, but it also required us to involve others who seemed to have limited internet access in the hotel to help us communicate with our new friends.
We visited Montana six years later, and although internet access was better, it was still limited in some areas. It made me wonder about the barriers to doing one’s job, especially as a sales development representative, where phone and email access is critical to accomplishing one’s job. Limited internet access, systems you use daily going down, a blackout. Regardless of the disruption, it got me thinking more about working in these environments and what helps some people overcome and thrive, while others succumb.
And I began thinking about the value of resilience and the sales development role. A single powerful trait that can be the difference between failing and succeeding. Have an ability to move forward when something doesn’t go your way.
An Example of Resilience in Sales
Early in my career, as a sales representative, I was in a group of five. The others were close to their number, while I was far behind; I worked nonstop. I couldn’t put my finger on why I wasn’t getting results, so I asked my manager for input. We reviewed my activity and results. My manager concluded that I was working smart and that my activity would lead to positive results. She said when you do the right things, the right things eventually happen. She was right. I had the drive and determination to charge ahead and finished the year in first place.
So how do we muster up resilience when the chips are down?
Here are three tips for going when it gets tough.
1.) Consistently think of the outcome you are looking to achieve. Sort of like Dorothy in The Wizard of Oz. She knew where she was going and followed the yellow brick road. Dorothy envisioned what she wanted at the end. Never lose sight of the prize. This is particularly important when you make lots of calls and face rejection in a sales development role. You feel defeated. Stay focused on the goals. the appointment, the meeting, the win, and the sale, It makes it easier to motivate yourself to keep going.
2.) Problem solved. Think critically, stay curious, and try to overcome obstacles as they arise. Focusing on problem-solving keeps your mind on overcoming and eliminating obstacles. Again, if you focus on problem-solving and stay focused on the goals, it becomes easier to overcome the more challenging aspects of the sales development role.
3.) Keep a positive attitude. There will be many times when negative thoughts enter your mind. Quickly replace them with positive visions of success. This is easier said than done, but it is a key component of remaining resilient. Overcoming negativity clears your mind, opens it to new and creative thoughts, and helps you move forward.
After winning in my sales situation above, I learned the power of resilience and the wonderful feeling of reaching the finish line through positive thinking, focusing on the outcome, and problem-solving. Resilience takes hard work, but the rewards are worth it.
Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an impactful difference and better sales outcomes to individual contributors, managers, and executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro, visit www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com, or follow her on LinkedIn.