How to Build a Rock-Solid Character to Succeed in Sales
Today, I want to discuss how to survive sales in startups.
Sales is challenging and selling in startups is even more difficult.
Products are not fully defined, co-founders have high expectations, and investors want quick returns.
Support is often limited, and information is scattered.
It can feel like living and working in a nightmare, sometimes.
However, the potential upside is big. We all know it.
If you are currently working in a startup or aspire to join one, you must be prepared to face the roughest sea you've ever encountered.
To thrive and be successful, you'll need tools, frameworks, and processes.
But above all, you'll need soft skills and a rock-solid character.
In my career, I have managed over 50 people, and I have seen that most of them failed at managing their emotions.
It's natural to feel emotional and down sometimes, but I have seen many who burned out and couldn't handle it.
On average, only 50% of salespeople hit their goals, and in 2022, this percentage decreased to 40%, sometimes even lower.
If we consider only startups, then the percentage drops to 30%.
This means that in a team of 10 people, potentially only 3 of them would achieve their goals, which is pretty scary.
To succeed, you need to build mental strength.
Throughout my career, I have met many salespeople, and I have led sales teams in multiple startups.
I have personally managed some very successful and capable individuals, studying their behaviours, talking with them, and asking what made them successful where others failed.
Consistently, they all seemed to have 3 distinctive characteristics.
#1 They Are Calm Under Pressure
During an argument or heated moment, they remain calm.
They don’t raise their voices, sweat, or panic. They stay centred, aware, and present.
If challenged, they pause and carefully weigh their responses.
They rephrase, seek information, and ask for clarifications.
They are like a punching bag: hit, but able to quickly return to their original position as if nothing happened.
#2 They Rely on Someone Outside the Work
They live interesting and fulfilling lives outside of the office.
Although they work hard, they do not work overtime or show any signs of doing so.
They find happiness in their personal lives and are happier outside of work.
They have a strong support network consisting of friends, spouses, partners, children, mentors, and the community.
They also understand that work is just a job and do not take things too seriously.
#3 They Are Genuinely Curious
They all ask great questions to prospects, customers, and anyone.
They are curious about businesses, their colleagues, and the world.
They have big eyes and are always looking around.
Their ears work more than their mouths.
They take the time to learn their client’s business and offer appropriate solutions.
But most importantly people around feel valued because they are curious.
Being genuinely curious opens you up to the world.
In Summary
Sales can be challenging and sales in startups can be even more difficult.
Soft skills are more important than hard skills.
Fortunately, having managed many top performers, I have observed that they all share the same key characteristics.
Things that you can learn and apply immediately.
This Week’s Action Step
Next time you find yourself in a heated moment or argument, take a moment to ask yourself, "What's going on with me?".
Pause and take a moment to centre yourself.
It's also important to find joy outside of work.
While having friends at work is great, it's important to have someone outside of work who is waiting for you after your day is done. Rely on someone.
Finally, if you approach the world with genuine curiosity, you'll start asking great questions.
You'll be more inclined to help others and learn their stories. People will open up, you will build better relationships.
As I always say, the world needs great questions, not just great answers.
See you all next week, Ciao!
