Sales development is a challenging and rewarding career, but it also requires a lot of mental toughness. You have to deal with rejection, pressure, uncertainty, and competition on a daily basis. How can you develop the resilience and adaptability that will help you succeed in this role? Here are some tips to help you build your mental muscle and thrive in sales development.
A growth mindset is the belief that you can improve your skills and abilities through effort and feedback. It helps you see challenges as opportunities to learn and grow, rather than as threats or failures. A growth mindset also helps you cope with setbacks and criticism, and embrace feedback as a way to improve. To develop a growth mindset, you need to practice self-awareness, curiosity, and reflection. You also need to celebrate your progress and achievements, and seek out mentors and peers who can support your learning.
By not taking NOs personal. By having patience By knowing who your target audience/ ideal clients are. That's how you stay mentally tough. Because once you realise that the NO isn't about you you're more comfortable making those cold calls. You become patient and an active listener to the prospect because the person you're calling actually matches someone that can benefit from your product or service.
You have to divorce your ego from the outcome. A lot of sales people want to win. It's in our DNA. But, not every buyer is ready when we are. Instead of tying your worth to the dollars you close, shift your focus to creating the best sales process for potential clients. Strengthening your process builds confidence in your skills and creates the mental fortitude to handle everything that comes with the ups and downs of sales development work.
You can only focus on what is within control. "Control what you can control" is table stakes for having a strong mental toughness. If done correctly, it can give you a ton of confidence in challenging circumstances because it takes your mind away from focusing on anything outside of it. Once the focus is centered on things within, there is no one else to blame and one can be honest with what they hold themselves to. If you are really struggling, the best way to build confidence/mental toughness is to make a plan for that day with only things in your control. Don't quit until you have done it all. Every day you do that it will build confidence regardless of the results and naturally with that consistency, things will start working!
Mental resilience is key in sales development. Here are 3 frameworks I found helpful: 1?? Detach from the outcome Focus on nailing down a successful, repeatable process. 2?? Understand human psychology Rejections and resistance is part of the journey, and shouldn’t be taken to heart. Home your active listening skills, and show empathy to make your clients feel truly heard and understood. 3?? Think long-term Think beyond the immediate sale, and focus on creating lasting connections with your clients.
In sales we have internal and external pressure to hit our numbers. For that, cultivating self-awareness, curiosity, and regular reflection is key. Celebrating your progress and achievements, while seeking guidance from mentors and peers, can further bolster your path toward continuous growth.
Emotions are inevitable in sales development, and they can affect your performance and well-being. You need to learn how to manage your emotions, rather than suppress or ignore them. You can do this by identifying your triggers, acknowledging your feelings, and choosing how to respond. You can also use techniques such as breathing, meditation, or positive affirmations to calm yourself down and boost your confidence. You also need to balance your emotions with logic and data, and avoid taking things personally or making assumptions.
I started reading a lot of Ryan Holiday's material on stoicism. This has allowed me to be more mentally tough. Also, love the E (event) + P (Perception) = O (Outcome) from Energy Bus by Jon Gordon. Easy reminder that events happen, but your perception can/will change the outcome. This is good because....
Managing emotions effectively in sales development is crucial for building positive relationships with prospects and clients, handling rejection, and maintaining a productive and resilient mindset. Here are some strategies to help you manage your emotions in the context of sales: Self-awareness: Understand your own emotions and triggers. Recognize how different situations or interactions affect your mood and attitude. Regular self-reflection can help you gain insight into your emotional responses. Emotion regulation: Develop the ability to regulate your emotions, especially in high-pressure situations. Practice techniques such as deep breathing, mindfulness, or meditation to stay calm and focused.
Self reflection and grace have gotten me through many potential bad days. I consciously self reflect and check my mental temp throughout the day. If it's going bad, it's ok to be honest with yourself and take a step back for a few minutes to reset. Sellers are indirectly geared to push forward. But, I've made situations worse because I immaturely let my emotions take over and didn't allow myself to take a breath. Being a great seller includes putting oneself mentally in a position to be successful. One the flip side, we need to give grace to others that are just having a bad day. Unfortunately, we're the scapegoat to clients challenges. Leading with grace allows space to understand it's not personal. It's just somebody else's bad day.
It's about recognizing and understanding your emotional triggers and choosing how to respond, rather than letting them dictate your actions. As an anxious person, echniques like deep breathing, meditation, and positive affirmations helps me stay calm and confident, even in challenging situations.
Rejection is a part of life. It is inevitable but for all the people that will reject you there are people who will want to hear what you have to say. That's a small part to keep your emotions in check when the frustration you will face pops up. It is part of the game and it's just business, never personal. Shake it off and keep it moving. Resiliency is the name of the game. There is definitely more to it than what I said but that's just a small tip.
Resilience is the ability to bounce back from adversity and overcome obstacles. It helps you deal with stress, uncertainty, and change, and maintain a positive outlook. To build your resilience, you need to develop a strong sense of purpose and vision, and align your actions with your values and goals. You also need to cultivate a supportive network of people who can help you cope and grow. You also need to practice gratitude, optimism, and humor, and find meaning and lessons in every experience.
Gotta just get in your reps. The more calls you make, the more rejection you get. The more rejection you get, the more you get used to it. Like anything in life, the more you practice being okay with being uncomfortable, the better you will become.
Resilience is your ability to bounce back from setbacks, face challenges head-on, and adapt to changing circumstances. In the world of sales, rejection, and disappointment are frequent companions. Developing resilience not only helps you persevere but also enhances your mental toughness. Resilient individuals are better equipped to handle rejection without losing motivation. They see setbacks as opportunities for growth and learning, rather than as failures. They adapt their strategies and stay persistent. In life, resilience is a powerful asset, enabling you to navigate through personal hardships and remain emotionally strong.
Keeping in mind that getting a meeting isn't the only positive outcome. Coming away with intel or referral often times are even more valuable. When you approach calling in this way every call is the opportunity to WIN.
The easiest way to build resilience in sales development is having a mindset where you detach yourself from the outcome. Treat sales development activity as educating your prospect about a problem they might not know about and uncover them by asking intriguing questions.
Believe in what you are selling. It may not be perfect. It may not have cost advantage over all its competitors. It may not be the easiest to use. Etc. But it may have the one aspect that addresses a customer's need and that aspect is what will cause the customer to buy regardless of all the other points!
Change is inevitable in sales development, and you need to be able to adapt to it quickly and effectively. You need to be flexible and open-minded, and willing to try new things and learn new skills. You also need to be proactive and anticipate change, and prepare yourself for different scenarios and outcomes. You also need to be creative and innovative, and look for new ways to solve problems and add value. You also need to communicate clearly and collaborate with others, and seek feedback and guidance.
Change may be the most challenging topic to master in sales. I've found that being an advocate of change, by being proactive in developing productive change, is better than change happening to you. Start by partnering with teams that are leading change in your organization and be a thought leader. You'll soon realize how valuable your insight is; assuming a positive culture. Then, you've become a trusted advisor that leads effective change that gets results, instead of being forced to change from a team that doesn't have experience in your day to day activities. Effective change requires collaboration. Be the proactive collaborator instead of reacting to an ineffective end result.
Be alert for what other reps are saying about their markets that you might investigate in your market. Don't rely on product managers to be all knowing. Be curious. Ask customers questions about why the buy what they are buying. Don't assume anything.
In Sales Development, developing mental toughness involves the ability to adapt to change. It's not about resisting change; it's about thriving in dynamic environments. Embrace innovation, stay flexible, and be open to new strategies. By adapting to change, you'll not only survive but thrive in the ever-evolving world of sales development, making you a force to be reckoned with.
The big circle of sales makes you learn to adapt and learn to build relationships. You start out as an unknown then a familiar face then known source of knowledge finally trusted advisor. Actually had a customer out my name on a parking spot! Trusted
One of the best ways to develop mental toughness is to challenge yourself regularly and step out of your comfort zone. You can do this by setting SMART goals (specific, measurable, achievable, relevant, and time-bound) and tracking your progress and results. You can also seek out new opportunities and experiences that will stretch your skills and knowledge. You can also ask for feedback and coaching from your manager and peers, and learn from your mistakes and failures. You can also reward yourself for your efforts and achievements, and celebrate your wins.
In my experience, a focus on personal accountability, structure, and process have been critical in developing a Sales Development mindset and achieving success. Hold yourself accountable each day, "50 Calls a Day, Set 5 Meeting, attend 1 Networking Event a week, etc." Accomplish those small goals daily, challenge yourself, no doubt you will find success. Lastly, Challenge yourself to step out of your comfort zone. Have difficult conversations, target the "Whale", have a winning mindset and always remember, "What's the worst possible thing that can happen from this conversation/meeting?" What!? They say "No." You got this.
Algunas claves para desafiarte a ti mismo: - Ten claros tus números: para mejorar y desafiarte a ti mismo, tienes que tener una visión real de tu performance. En vez de: voy a hacer más llamadas, piensa: la semana pasada hice x llamadas. Esta semana voy a hacer un 10% más. - Desafíate mejorando tareas que realmente tengan impacto en el negocio: por ejemplo: voy a aumentar el número de oportunidades de venta que genero a la semana, en vez de: voy a trabajar más horas. - Evita el piloto automático. No trabajes por trabajar, sino siendo consciente del objetivo que quieres conseguir y los pasos que tiene que dar para conseguirlo. Así conseguirás desafiarte a ti mismo y mejorar tus resultados
To develop mental toughness in Sales Development, challenge yourself regularly. It's not just about reaching targets; it's about pushing your limits. Set ambitious goals, step out of your comfort zone, and tackle difficult tasks head-on. By constantly challenging yourself, you'll build resilience, grow your skills, and become a high-achiever in the competitive field of sales development.
Mental toughness is not about being hard on yourself or neglecting your needs. It is about taking care of yourself physically, mentally, and emotionally, and maintaining a healthy balance between work and life. You can do this by getting enough sleep, exercise, and nutrition, and avoiding unhealthy habits such as smoking, drinking, or overeating. You can also practice self-care activities such as hobbies, relaxation, or meditation, and spend time with your friends and family. You also need to set boundaries and limits, and say no when necessary.
Taking care of yourself is paramount, especially in demanding fields like sales. Gym, meditation and yoga are key for my sales sucess. Also keep in mind a work balanced with personal life.
Mental toughness ( the healthy kind) comes from deep understanding of ourselves, mind and body health. Find balance in your work, find perspective and let the good work compound in your favor.
One thing I learned early on, is to not be afraid to make mistakes! At the end of the day, we are all human. Humans make errors each and everyday. In order to continuously grow and harden our mental toughness, we must learn from our past mistakes and work on strategies to not continue to make those mistakes moving forward. If you don't know the answer to a questions, be honest, say that! Let a prospect know that you will need to circle back with your team internally and follow up with them after a call to get them the answer to their question. It is difficult to be caught without an answer to a prospects question. But you will build mental toughness if you learn to let down your guard and admit you simply don't know everything, it's okay!
Don't be afraid to walk through doors that say No Admitance. Easier to get forgiveness than permission. Start earlier than competitors. Get there before gate keepers show up that shelter decision makers. Then take off early because going after it earlier paid off with you getting business.
Scheduling time for yourself within your work calendar can be very helpful. Make time for yourself just as important as a meeting with the boss or lunch with a customer. Actively schedule time, and make sure it is on your calendar and visible to all. You wouldn't skip out on a final presentation to a prospect if it were blocked off on your calendar, would you? The same should go for taking time for yourself.
Sales is not a straight line; it’s a rollercoaster ride of triumphs and trials. The key to developing mental resilience in this dynamic field is to acknowledge that there will always be ups and downs. It’s part of the journey. One practical tip for staying resilient is to create a ‘Win Folder’. Every time you secure a deal, no matter how big or small, add a note, an email, or a record of it to this folder. This becomes a personal trove of victories that you can turn to during challenging times. It serves as a reminder of past successes and a beacon of hope that more wins are on the horizon.
In order to maintain/develop toughness is business development you cannot focus on the lagging indicator - the revenue. You must, instead, focus on developing your leading Key Performance Indicators. For example, you should know how many proposals you need to pitch to get a sale. You should also know how many Discovery Meetings you need to have in order to get to a Proposal. You should probably also know the effort it takes to get a Discovery Meeting. Based on that, you can have confidence in knowing the revenue will come if you just focus on doing the right activity. If you are doing the activity and not getting results, your sales leader can help you figure out where you need to be more effective and coach you to success.
The easiest way to develop resilience is to detach from the outcomes and develop a helping attitude. If you change your goal of your cold outreach to enlighten your customer by asking intriguing questions and highlighting a problem that they didn't know about instead of booking an appointment, your stress level and tone will automatically change. You had great conversation with a customer and they book an appointment with you and they suddenly ghosted you and are not responding to your cold calls or emails, send out an email saying it looks like the time isn't right and close their file in your CRM and move on. Keep them in your nurture sequence and find someone who'd like to talk to you and you can help solve their problem.
As a former collegiate athlete there were many things that prepared me for a career that started as an SDR. What worked for me personally was to compete with myself. Always aim to be the best, but sometimes the results aren't completely in your control (territory, product timing, and then talent as they say). As someone who always wants to be better than I was yesterday the mindset of competing with the me from yesterday helps me get a little bit better every day.
I've seen many reps come and go. The ones who succeed are the ones who can embrace boredom and find ways to stay motivated and engaged. 1. Set goals for yourself - What do you want to achieve in your SDR role? Once you know what you're working towards, it's easier to stay motivated. 2. Track your progress - Keep track of your daily, weekly, and monthly results. This will help you see your improvement and stay on track to achieve your goals. 3. Challenge yourself - Don't be afraid to step outside of your comfort zone and try new things. The more you challenge yourself, the more you'll learn and grow.