Updated: Mar 1
There has been so much discussion around the importance of mindset that I wanted to share 4 helpful tips you can apply right away.
Specifically, how to identify your current sales mindset - or that of your team and work to improve it. Keep reading if you want to learn more on this & it's powerful impact on sales results.
As members of Objective Management Group (OMG) we are actively participating in research that spans 3 decades. During this time, OMG has evaluated nearly 2,000,000 sales people, 100,000 sales managers and nearly 30,000 companies internationally.
With such a large sample, it can be argued this is the biggest research project in the history of sales.
One of the key findings from this research is that our mindset (as opposed to skill set) accounts for around 80 percent of selling success.
(Our clients utilize the OMG assessment to develop and recruit salespeople and sales managers. You can get a free sample of the OMG sales assessment here.)
So yes, a strong mindset is as critical to nurture as popular opinion suggests. Perhaps this is even more crucial in the sales profession. I say this because of the high degree of competitiveness, difficulty, and amount of rejection a sales person has to cope with in a typical week - if not in the course of a day.
I feel comfortable saying that as a sales person, you better have your "head in the game" or you could be in for a very tough endeavor.
So, let's get back to defining & strengthening your sales mindset and what that involves.
To begin, I would like to share with you 4 of the 21 components that Objective Management Group measures. These 4 fit into the "mindset bucket" that OMG calls "Will To Sell" and are considered the 4 of the most influential. (I'll review the 6 "Sales DNA" components that are psychological in next week's post.)
After defining these 4, I will provide you with some actionable advice for how you can improve your own mindset:
"Will To Sell" Mindset - made up of 4 crucial mindset components:
1. Desire - defined as: How badly you want to be successful in sales. The impact of low desire is that complacency can set in.
Those with low desire lack the drive & determination needed to be successful selling.
2. Commitment - defined as: Willingness to do whatever it takes to be successful, especially things that are difficult and uncomfortable to do.
A high level of commitment can be compared to the difference between dating someone to being engaged - commitment at the highest levels that are unconditional.
Those with low levels of commitment will not do the difficult tasks to be successful such as prospecting or putting in the extra time needed to get all their work done.
3. Outlook - defined as: How you feel about yourself and the life you're living. The people you're associated with both at work and in your home life impact your outlook.
The implication here is when your outlook is low, you won't have the mental toughness and resilient attitude to deal with challenging circumstances.
4. Responsibility - How accountable you are for your sales outcomes defines your responsibility level. Successful people do not make excuses. They look internally for reasons things didn't go well such as...... "maybe I was not good enough with my preparation.....or "I was outsold and need to do better next time" are what people with a high degree of responsibility think and say.
People with lower responsibility tend to focus on external factors and say things like: "our service department was lousy" or "the competition has better pricing" when justifying the reason for their unsuccessful results.
Here is what the Will To Sell portion of OMG's sales candidate assessment dashboard looks like: As you can see this sales candidate would not be recommended due to a very low Mindset - specifically: Commitment & Responsibility
4 questions to challenge yourself to develop & nurture a stronger mindset:
1. Desire: Do you have long term, medium and short term goals both personally and work related? If not, writing these down will be a huge catalyst for impacting your level of desire.
2. Commitment: Are there challenging sales activities you have been avoiding or procrastinating on? What are you going to commit to doing and the frequency you are going to commit to doing these? Most importantly - who or how will you be held accountable?
3. Outlook: How can you improve your outlook on life, the things you do, and the people you surround yourself with? Do those things need to change and how long will that take?
Alternatively, are there things you can change about yourself starting with your thoughts and beliefs about certain things that trouble you? What are the things you do that make you happy - for more than just a fleeting moment? How can doing more of these things (your habits) make you feel good about yourself & strengthen your mental toughness?
4. Responsibility: Do you tend to justify or rationalize reasons why something did not happen as you wished? If you're not sure, do your justifications for these outcomes start with "I could have.....or I should have"?
If you're starting your evaluation of losses with the "I" you're on the right track to taking more responsibility for your results and developing a stronger mindset!
Do you want to learn how you can measure the mindset strength of your team, potential sales candidates, or even yourself?
If so - register for a free sample of the #1 Ranked Sales evaluation from OMG right here: Free Sample.
Good luck developing that strong & healthy mindset and becoming more successful with your sales career. We would be honored to help if you need any assistance getting started!
-Frank Niekamp, Sales Coach