Criticism—Friend or Foe?
Sean Moore, CSL
I take the burden of sales off of the CEO/business owner. Fractional Vice President of Sales at Sales Xceleration? | Helping Business' build the necessary sales infrastructure to elevate performance and scale revenue ??
It doesn’t matter how you choose to live your life—you will always face criticism. No matter where you go in your career or how you live your personal life, for every single decision you make, any venture you undertake—someone will inevitably judge you. For one reason or another, people will find ways to project their own negativity and insecurities onto your life, and you’ll have to deal with it.
Criticism at work can affect every part of your life, and, if you don’t handle it well, negative feedback can ultimately derail your career.?You can’t prevent being criticized, but you can control how you react, thus turning a negative situation into a positive one.
Many times, the more successful you become, the more you might find yourself acting as a target for criticism. I heard Brian Tracy say the following in one of his video blogs: “If you’re getting kicked in the rear, it means you’re out front.” If you’re at the top of anything, you?will?be criticized. Take comfort in the fact that the criticism is stemming from your success—and get used to it! Not all criticism is bad, and sometimes it can provide feedback that’s valuable for your continued success.?Criticism usually represents an opportunity to make improvements.
It’s very important to learn how to handle criticism constructively. This week I’d like to discuss how to make criticism work in your favor to propel you farther down the road to success. Here are some steps to follow when you encounter criticism:
1) Ask questions.?It’s easy to misinterpret the message when receiving criticism. Make sure to ask questions during the conversation. Asking questions shows that you’re eager to figure out a solution and also helps you gauge whether or not your colleague’s feedback is even relevant in the first place. Make sure to ask for specific examples and instances.
?2) Don’t get defensive.?Often our first response to criticism is to feel defensive. Give the person who is providing feedback a fair chance to express his or her thoughts. The other person might just have a valid point of view, and you’ll miss it if you’re busy thinking about how to defend yourself.
?3) Stay calm.?Don’t lose your cool, especially in a professional setting. Ask yourself, “Is it the actual feedback—or the way it’s being given—that’s making me so upset?” Great feedback can be ruined by the way it’s delivered. Conversely, if negative feedback is presented in a constructive way, it’s much more palatable and beneficial. Try to look past an ineffective delivery and stay calm.
4) Determine whether or not the criticism is accurate.?Even if you are completely floored by the negative feedback at first, there might be some truth and accuracy behind it. Take a step back to evaluate the situation. Speak with mentors, family members, or other colleagues to help you assess whether or not the criticism has some validity.
5) Address the problem.?Regardless of who is at fault, the problem must be addressed. This may require change or adjustment on your part, and that’s okay. Never ignore the root problem—do what you can to make it right and own your part.
When researching for this post, I found some great advice on what to do and not do in response to criticism. Here is an easy-reference checklist to keep handy:
Guess who the biggest critic in your life usually is? You got it—you. Though criticism?can?come from others, it is often the strongest and most frequent inside your head. It’s much easier to point fingers at outside critics, but you must recognize that your fiercest critic usually lives between your own two ears.?Working up the courage to move past your own vulnerability and uncertainty might be the greatest challenge you’ll face on the way to achieving your professional goals.
As the late Zig Ziglar stated, “It’s impossible to consistently behave in a manner inconsistent with how we see ourselves.” In other words, we can do very few things in a positive way if we feel negatively about ourselves all the time.
How Bold Moves Quickly Led to Sales Transformation: A Client Success Story
When a recent Sales Xceleration client identified critical gaps within their sales strategy that hindered growth, they made the decision to hire an external sales expert. The company's President realized that achieving the necessary growth required a comprehensive plan and proven sales solutions, which their current team was unable to deliver.
Let’s take a look at how our client was able to transform their sales infrastructure with the leadership of a Sales Xceleration Outsourced VP of Sales and our Certified Sales Operating Management System? to ignite long-term sales success.
Seeing Beyond Challenges to Identify Solutions
Despite having a dedicated sales team, the President of the organization recognized they were likely to hit a ceiling soon, resulting in stagnant sales. Like many of our clients, they believed hiring a full-time VP of Sales was the key to meeting growth goals. However, after consulting with Amplify Recruiting, Sales Xceleration’s expert sales recruiting firm, it became evident that a critical sales foundation needed to be established first.
After learning how a Sales Xceleration Outsourced VP of Sales leverages our proven system to not only identify sales challenges but also implement time-tested solutions, they knew it was the right decision to transform their sales function.
Building a Strong Sales Foundation
Facing numerous sales challenges, the President felt they needed on-site support to also manage the sales department. Leveraging Sales Xceleration’s nationwide consultant network , we provided a "2 for 1" approach to overhaul processes, strategies, and tools. This dual support system allowed us to tackle their challenges from multiple angles, ensuring the effective implementation of necessary changes.
Our sales experts have seen these challenges many times before, as most of our clients face similar issues:
1. Aligning Sales Goals with Organization Objectives:
2. Standardizing Sales Processes:
3. Implementing Advanced Sales Tools:
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4. Establishing a Data-Driven Culture:
5. Training and Development:
By addressing these challenges with strategic sales solutions, a strong foundation was laid to support long-term growth.
Successful Hiring of a VP of Sales
With a solid sales foundation in place, and the expert guidance of Amplify Recruiting, our client hired a standout VP of Sales to take the reins of the sales organization. This new leader seamlessly integrated into the now well-structured sales organization, bringing immediate value and performance improvements.
Achieving Long-Term Success
The client’s journey from a fragmented sales strategy to a well-organized and scalable sales infrastructure demonstrates the profound impact of expert sales guidance and strategic oversight.
The client’s revamped sales infrastructure led to significant improvements in their sales strategy and overall performance. The new VP of Sales drove both new business development and the nurturing of existing client relationships, positioning the organization for sustained growth.
The client shared his positive experience: “Whether your business is experiencing a decline or growth, I highly recommend [Sales Xceleration]. They exceeded my expectations and can help you achieve your business goals.”
?? The Bottom Line
If you find it difficult to navigate the complexities of managing a modern sales organization, you’re not alone. We have helped over 6,300 clients identify and solve their most challenging sales obstacles. So, if you are ready to achieve your sales and revenue goals, we can help.
Discover how our strategic approach can transform your business. Reply to this email to take my 10-question Sales Agility Assessment to identify potential sales gaps and opportunities for growth. ???
For more information on similar success stories, visit our case study page.
Expert Sales Guidance for Transformative Change
Sales Xceleration's Visionary, Kelly Crandall, dives into our Certified Sales Operating Management System? and its core components (Sales Strategy, Sales Infrastructure, Sales Management, and Sales Team).
As a Fractional Sales Leader, I implement this system to create tailored sales growth strategies for your business. Schedule a complimentary consultation with me to unlock your sales potential.
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Professional EOS Implementer?| President, Game-Changing, Inc.
4 个月Great article Sean! Love the Zig Ziglar quote. Lots of truths within this article. Thanks for the checklist on do's and don'ts when responding to criticism. I can relate to "don't react too quickly before considering the best plan of action". As harmonizer I want people to be happy. Pausing and allowing time for thought, and perhaps some additional fact-finding, before jumping to a conclusion is often the better course.