Ownership & Victim Mindset in Sales

“If you want something done right, do it yourself."

Classic dad advice. Maybe it was his way of trying to teach me ownership.

We all know someone who never seems to take responsibility - nothing is ever fully their fault. They can always point to reasons why they were late, how they never said they were going to do that, or how everywhere they job-hop everyone there was always the problem;. Life happens to them. Outside forces steering their emotions, mindset, and (in)actions.

?? Always pointing the finger, never pulling the thumb.

After coaching and leading salespeople for 20 years (damn, I just made myself feel old ??), I’ve seen this play out over and over again, in all sorts of different industries. Reps that would keep skewing negative - never enough leads, didn't have the right territory or accounts, or always had a uncontrollable reason they lost the deal.

Some people make excuses. Some people make things happen.

The O in H.A.R.M.O.N.I.C. stands for Ownership. The ability to take full responsibility for our results, process, and success.

Reality isn't an excuse - it's a variable. External factors are always at play - the price of eggs, the economy, the weather, other people's reactions. Ownership isn't ignoring reality, it's about our proactive response to and mindset with the world around us.

• Victims complain. Owners adjust.
• Victims get stuck. Owners move forward.
• Victims blame. Owners take charge.
• Victims wait. Owners create.

So…

? No more Criticizing, Condemning, or Complaining. It happened. Now what?

? Control what we can - our E.A.T. - Effort, Attitude, and our Treatment of others (shoutout to John Barrows for that acronym, E.A.T.).

? Stop waiting - start shaping. The best reps don’t simply react to conditions. They create them using our vision, voice, and actions.

"God, grant me the serenity to accept the things I cannot change, courage to change the things I can, and the wisdom to know the difference."

What About Our Buyer?

Just like us, buyers fall into two categories:

• Victim buyers may hesitate, overanalyze, and blame external factors for their inaction. They need certainty and leadership from us.
• Ownership buyers take decisive action and look for proactive partners, not reactive vendors. They will be candid about where they need help and talk about outcomes and results.

When we own the process, we create confidence in our buyer. When we make excuses, trust erodes and we'll see them finding an excuse not to buy.

Ownership is a choice. Take it - or give it away.

Additional Learning:

• Moving from Victim to Owner by Steve Chandler (author of dozens of books and the OG business coach who really helped me crystalize thinking on this topic).
• JOLT Effect - working with customer indecision

?? Thanks for being here. Check out my monthly dispatch as well - Sales Drummer ??