Supercharge Your Mindset for Success

Two different salespeople can approach the same customer with the same product or service, the same training, and end up with incredibly different results.

One woke up on the wrong side of the bed and decided it probably won't go well. The other says a little positive affirmation before walking in the door and assumes she can do no wrong. Nevertheless, she's determined to help this customer-to-be with her product.

Which one do you think gets the sale?

Which one creates what will become a lasting relationship with many repeat sales? Then, which one leaves, predictably dejected, feeling she probably should never darken their door again? 

I'm sure you know the answer. The only difference between the two saleswomen was their attitude, also known as their mindset. Today, I'll explore the role of mindset and how crucially important it is to succeed and make it to the Top One Percent in sales.  

The Story of Kristina

In 2015, I trained a new salesperson named Kristina (not her real name). She was young, eager, and smart as heck. She told me stories about her childhood and college years, describing a young woman who could do no wrong and appeared to excel at EVERYTHING.

On the surface, Kristina seemed like she'd make a fantastic salesperson, but she had one limiting flaw: She was an insufferable know-it-all. If you looked up "arrogant" in the dictionary, you'd see a picture of Kristina.

Confidence is a highly desirable trait in sales professionals. But like any positive trait, it can become a hindrance if abused. It should have some basis in results.

When Kristina came to corporate America after college, she quickly learned that what brought her success back in her school days wasn't going to help her succeed in the working world.

If I can be frank, Kristina was a terrible sales rep. She was uncoachable, didn't listen, and thought her way was the best way, despite plenty of evidence to the contrary. 

When the weekly numbers came out, she blamed everyone from the janitor to the CEO for not meeting her sales quota. She blamed a bad territory, lack of training, bad management, lack of resources, and a lousy product for where her numbers ended up.

Unfortunately, she did not take responsibility - she didn't own her role. Since she honestly thought she was doing everything right, she was baffled why she missed her numbers so often.

One day, in desperation, she humbled herself enough to come to me and ask me what she was doing wrong. 

I replied, "Kristina, sit down a minute."

She gingerly sat on the edge of the chair across from my desk, eyes downward. 

I gently but firmly said, "I have to be candid with you; it's your mindset. You're getting in your way and kicking your butt! No matter how hard you try doing it your way, you won't succeed with a negative mindset, blaming everyone but you. Management won't promote you, your clients won't like you, and because you didn't meet your quota, you may not have a job in a couple of months if you don't turn your mindset around."

Do you know a "Kristina"? Are you a Kristina? Read on.

Kristina's sales career was getting off to a rocky start because of her mindset. Ultimately, she was fired. One look at her Facebook account, and you could see how she constantly blamed others for her failures and didn't take responsibility for her role. Her career in sales crashed and burned out way too soon. 

Understanding Mindset

Kristina had what's known as a fixed mindset, which seriously limited her. Your mindset is critically important. So, if you want success to shift your mindset, change your thoughts from that of a fixed mindset to a more positive, growth mindset.

Carol Dweck is a Stanford psychologist and author of the groundbreaking book "Mindset: The New Psychology of Success." She claims most people have either a "fixed mindset" or a "growth mindset." The person with a fixed mindset assumes that their character, intelligence, and creative ability are static givens, which they cannot change in any meaningful way. As a result, striving for success or stretching outside your comfort zone is often viewed as an exercise in futility. 

Now, let's look at the characteristics and qualities of a person with a growth mindset. According to Dweck, a person with a growth mindset believes their most basic abilities can be developed through dedication and hard work. Brains and talent are just the starting point. In addition, they have a love of learning and the ability to bounce back after a fall or a failure. 

A "growth mindset" person is:

• Resilient and emotionally agile. They face disappointment with a new strategy rather than complaining. 
• Optimistic about coming up with a new plan instead of wallowing in the failure of a program that didn't work.
• Authentic in their relationships They look people in the eye and tell others they value their business or opinions.
• Credible and reliable in relationships. If they tell someone they'll get back to them with additional information; they do it. They keep their word which helps them build trust.
• An abundant thinker who collaborates with others. They're curious and open. 
• They enjoy talking and networking with people who can inspire and teach them. Or they'll work with others to achieve shared goals.

I wondered what would've happened if Kristina had made the shift? How would things be different?

What was it precisely that prevented her from following my advice? My words were sincere. I based them on my own experience and success. Was it because she didn't trust me? Or did she trust herself out of sheer stubbornness? I may never know the answers to these questions, but I'm confident her story didn't have to end as it did. 

Imagine if she took my advice to heart. I'll paint a picture for you:

Kristina thanks me for being candid and caring. She says she'll take the weekend to think it over. She comes in on Monday and hands me a fresh cup of coffee as a thank you, a cappuccino with a lot of creamy foam. She walks into the sales manager's office and acknowledges her poor sales for the month but says she's prepared to make some essential adjustments. She lists five things she intends to change in the coming month based on advice from other successful sellers.

By the end of the week, she's amazed. Her sales have improved. She's surprised and a little humbled. She feels good and smiles more. People around the sales office start to enjoy seeing her because the complaints about everything have stopped.

Most importantly, Kristina learns she can benefit by changing behaviors that don't work. Kristina continues her path of learning and growing. She becomes a top sales leader. Eventually, she leaves the company to become a sales manager for another corporation, and her career continues exponentially.

What about you? Which version of Kristina are you at this stage of your career? If you're not the version of you that you genuinely want to be, how will you change it? Do you have the tools and resources you need to help you make positive mindset changes? Are you ready to plan for change? 

The fact is the sales industry sees an annual turnover rate between 20 percent and 34 percent. That range of attrition includes salespeople who leave voluntarily or involuntarily, as in Kristina's case. So, if you want to avoid becoming a part of that turnover statistic, it's time to embrace some heartfelt words of wisdom.

To be successful, moving away from a fixed mindset and developing a growth mindset is not just desirable; it's essential. That's the first secret of every top sales professional I know. So get on board and open yourself up to make positive changes. You'll be amazed how your career and your income will change for the better.

If you'd like more strategies for reaching the Top 1%, head over to Amazon and pick up a copy of my book, Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales.