Most organizations select for self-motivated salespeople. Look at any sales role job posting or role description, and it would have things like self-starter, able to work autonomously, self-directed, or self-motivated.
A salesperson who is ambitious or driven is built to withstand the pressures of the role and bring in business. And most salespeople I know would rather be left alone to get the job done.
Autonomy is imperative to a certain point. Take it too far, and it leads to isolation and alienation of salespeople, trying to make it happen on their own.
Are highly connected salespeople more productive?
The pandemic has dealt a significant blow to revenues. Even the companies that are still holding their own are up against difficulties getting hold of customers or scheduling meetings with buying teams. Programs are being delayed, and projects that once looked promising are now canceled.
Given the adverse business conditions, it is hard for salespeople not to question their own abilities. We are dealing with the reality of lower commissions or the blow to our pride by not hitting quota and working twice as hard for the same amount of production. It is harder to get the order without the in-person meeting.
We’ve already had a couple of months of this, but it is hard to see the end in sight. Many companies are hunkering down, riding out the storm, and waiting for things to turn around. Taking a protective posture, not the growth-oriented one that most salespeople are conditioned for. Dealing with this reality, it is hard to stay motivated, and it leads to more isolation.
When things get challenging, it is tempting to downplay the severity and assume a posture of strength to handle it. It would be a weakness to ask for help or invite others into the challenges. Acknowledging the situation is overwhelming, and admitting you can’t do it all on your own.
Connection As A Driver Of High Performance
The fuel to persevere through demanding situations comes from relationships outside of the ones we build clients. Highly connected salespeople are more resilient because they have someone on their side to support them. Even when backed into a corner, they are not on their own.
“Here, hold my beer. Let me show you how it’s done.” You may be able to do it on your own, but you got to have someone to keep you from spiling your drink.
The downside of wanting to do it on your own is individualism. Wanting to go it alone to prove you have what it takes. When I am in this mode, fueling my ego, it is because I want to take all the credit for the win. Unwilling to share the spoils of the victory.
When things turn south, it is crushing as there is no one else to carry the weight of the challenges. It becomes even more demotivating as the harder you work, the more you spin your wheels. The deeper the ruts get dug, the harder it is to get unstuck.
It is the opposite of the get-up-and-go you need to do the activities to bring in more business. A different type of confidence comes when you are not solely reliant on a cocky personality trait.
Authentic Confidence
Practicing any skill develops your confidence. A centered and poised frame of mind is still necessary to perform the task effectively. Not every sales situation is generic. Some you can be prepared for. Others, you have to trust your inner guidance.
Challenging situations are disorienting, and the inner guidance system we have come to trust becomes shaky. The support of others is necessary to get things calibrated.
Connecting with others is the means to a better perspective on where you are. It takes the help of others to figure out how to proceed and discover what you need to do next.
Autonomy must come under the umbrella of the broader direction of the organization. Clarity on where we are going comes from our mission, vision, and values. On a personal level, you need to know what you are trying to accomplish.
In my role right now, the bigger picture is hard for me to see. Our strategic plan for the year is out the window. Other plans we made have been shelved because “this is not the year for growth.” And with so much change, who knows what the next ninety days will bring? All bets are off!
Reconnecting with trusted allies brings a reminder that we are not in this by ourselves.
Developing Stronger Connections
Vulnerability, as much as it sucks, is required to build strong connections. Willingness to reach out and tell others what you are facing is the only way to get the help and support you need.
Hard times are when we need to connect the most, and it is when we least want to do it. It is always more fun to connect with people when life is on the up and up.
The times you are struggling the most is when you need it the most, and it is the most challenging time to do it. It is when you least want to do it.
Here is a couple of idea for developing stronger connections:
- Recognize the people that are easy to trust. These are the people that don’t require a polished façade of how wonderful your life is. Know the ones in your life that are ok with you not being ok.
- Vent and blow off as much steam as possible! There is no point either sugar-coating the situation or showing a front that you have it figured out.
- Be open to receiving feedback as a gift. This may be advice about what to do next, or it could be an encouragement to continue or even more of a challenge to step up to.
- Decide on an action you are going to take and share it. Commit to something on your own accord and not to appease someone. Set a time to check back in once it is done.
It is crucial to establish and maintain trusted relationships before when you need them. You can’t build brand new relationships during a crisis and unloading all your troubles.
The myth that you must be self-motivated as a salesperson leads to isolation. It is an exhausting posture to maintain, and it saps us of motivation. And it keeps us from the connection we need to get the job done.
Making Time For Intentional Connection
In the current state of business, I have more time on my hands. Not only is there less travel, but there are also fewer sales activities in general as our customers don’t have much going on. I have fewer development projects that usually require collaboration and input from multiple departments at our company. The reasons to stay in touch with coworkers, on a natural cadence, has diminished.
With less connection externally with customers and less interaction internally with coworkers, it has been the most isolating season of my sales career.
The work has become daunting. I’m at the point where I think I don’t know if I can do this even though most of the tasks are regular everyday sales activities that I could do in my sleep.
On Thursday mornings, I have men’s bible study. I need a better name for it as there is a woman in the group, and it is rare for us to open a bible. This week brought a tough decision. Do I keep the mood light, crack jokes, entertain, and be there for everyone else? Or do I tell them whats going on, where I’m really at?
I make the leap and open up and share. And with it comes the unexpected, like grace. I got clarification questions that brought a greater perspective and validation for what I’m experiencing. And a path forward with encouragement to pursue it. Some of it was so overwhelming that it is hard to receive.
Following the meeting, I went into the workday with renewed clarity on what was essential and assurance that I could handle it. The connection I received from the group made it easier to connect with customers and remain present with the people I interacted with.
It was still up to me to do the tasks at hand, but it was noticeable that my motivation was not my own. It came from others. While nothing incredibly extraordinary occurred, I ended the day satisfied with what was accomplished.
The necessity of self-motivation is a myth. The desire to go it alone keeps you from receiving the support you need.
Coming out of isolation and finding a connection is the driver of high performance.
Reflection Question:
How connected are you these days?
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Consider it pure joy, my brothers,
when you face trials of many kinds,
because you know that the testing
of your faith develops perseverance.
Perseverance must finish its work
so that you may be mature and complete,
not lacking anything.
James 1:2-4
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