Mindset Matters

For the past 20 years, my two favourite sporting teams have been the Black Caps and the NZ Warriors. Fans of these teams know how challenging it can be because both teams can be brilliant at times and terrible at others.

Recently, the Warriors were defeated by the lowest-ranking team in the NRL by 60 points. It was a shambles and somewhat confusing. They have the skills to play well, but they simply didn’t show up mentally. This leaves fans feeling very frustrated and disappointed. It is okay to be beaten by a better team, but there is nothing worse than seeing a team that doesn’t try. What happened the very next week? They turned up and beat a better team soundly. What?

I am not an expert in the ups and downs of professional sporting teams, but surely this reflects an issue with mindset. They have the skills; they know how to play, but for whatever reason, they were asleep at the wheel. I think there are similarities with what many salespeople face today. All the skills, all the talent, and all of the training count for nothing if you don’t match these with the right mindset. I believe that this is the number one area that all of us in sales need to work even harder on in a slower economy.

I am definitely not a fan of the expression that is being thrown around at the moment, “Survive until 25.” That, to me, is defeatist, and it sends completely the wrong message. Most top sportspeople will tell you that attack is the best form of defence. I am also not a fan of saving your way to get through a tougher economy, but that is for a different article.

For me, the number one area that will enable success in sales in 2024 is a strong mindset and a focus on being positive and not defensive.

The biggest frustration with sales leaders right now is that their salespeople are not on the front foot when it comes to business development. Our number one request over the last 9 months is “how to move our salespeople from being reactive to being proactive.” Sales leaders have a big role to play in times such as this by leading from the front, especially with less experienced salespeople who may have never had to perform in the current economic environment.

During a slower economy, salespeople will often see obstacles everywhere with reduced spending, longer sales cycles, and increased competition for fewer opportunities. This can quickly affect their outlook, general mood, sentiment, and confidence. In today’s environment, a salesperson's mindset becomes their greatest asset. Those with a resilient mindset tend to view challenges as opportunities for growth rather than barriers. They remain optimistic, continuously adapting to meet the changing demands of the market. This adaptability and positive outlook are critical in maintaining momentum and finding success now.

Salespeople who learn how to maintain a positive outlook (even in tough times) are better equipped to handle rejection, a common occurrence in any sales role but more frequent in a slower economy. Don’t get me wrong, no driven salesperson likes to lose an opportunity, but a positive-minded salesperson won’t dwell on it. They analyse what went wrong, acknowledge their mistakes, learn from the experience, and apply those lessons to future opportunities. This ability to stay upbeat and focused on long-term goals, rather than being bogged down by short-term setbacks, is what sets successful salespeople apart in challenging times.