Increasing the Positive Energy In Sales

Sales is a difficult job in this decade. The way companies sell is always evolving, and many sales representatives are dealing with unrealistic timelines, tight accountability, hundreds of curveballs with each transaction, and pipeline scrutiny from all sides.

However, there is a hidden weapon: optimism. A good attitude is important for every salesperson, and it is one of the secrets to my own success. You may be wondering how you can be optimistic when you and your team are just 48% of the way through the month.

A lot of it comes down to your “why” when it comes to remaining optimistic in sales. Why do you work in sales? Why do you work at your particular company?

Here’s how you can maintain a positive attitude in sales.

1. Make your yearly objectives apparent by writing them down.

Goal planning is one of the most effective ways to maintain a good attitude in sales. Goals, according to Dr. Heidi Halvorson, author of the book Succeed, may be one of the most important elements influencing your attitude since they concentrate on the good outcomes rather than the nitty gritty difficulties. It also helps to organize your objectives into an annual plan for achievement.

Marlon De Assis-Fernandez, HubSpot SMB Growth Specialist in North America, has the greatest spreadsheet for achieving goals while remaining optimistic that I have ever seen. It lays out everything he has to accomplish for the year, including quota relief, number of transactions, and deal size, so he knows where he stands every day.

Whereas most salespeople are concerned about their month or quarter’s performance, Marlon gets the data updated daily so he can avoid emotional upheaval and remain optimistic since he always knows where he stands and how far he’s come toward his objectives.

He states: “Salespeople may envision worst-case situations in detail by preparing and visualizing their objectives. Especially those that make them fearful or hinder them from acting.

“By picturing it and acting out the worst-case scenario, you’ll be able to devise a better game plan to get out of that tough position, take action, and, as a result, remain more grounded and optimistic.”

Essentially, maintaining your objectives in the forefront of your mind and preparing for problems before they occur are beneficial best practices for salespeople of all levels.

2. Construct a vision board.

This is a great method to keep track of your top priorities. A vision board is a digital or physical collection of images that represent your goals and desires for your profession and/or personal life. This may include large purchases, vacation locations, or significant anniversaries.

Looking at your vision board should inspire you to not sweat the little stuff and keep you going in the correct path.

3. Establish a solid foundation.

Good health should not be taken for granted. The three pillars of performance, according to Harvard Health, are eating well, getting adequate sleep, and exercising. These are essential tasks that help you maintain a good attitude in a tough profession like sales.

When salespeople get irritable or experience burnout, it may be time to take a step back and concentrate on self-care.

4. Incorporate more levity into your daily routine.

Find a clever joke, pun, haiku, or sales phrase that will make you and the people with whom you interact happy. The ability to laugh at yourself or break the ice with suitable humor may assist you in feeling more optimistic.

If you aren’t comfortable telling jokes, consider adding stand-up from your favorite comic to your playlist to help you get through the day.

5. Play your favorite playlist

It is critical to have a decent playlist. Nothing makes me happier and more prepared for my next sales call than a fantastic playlist of motivating songs.

Aerosmith, Tool, and Government Mule are some of my favorite bands to listen to when I need a pick-me-up. I have many motivational playlists that I use to boost my spirits when I need it the most.

6. View all of your errors, including the major ones, as learning opportunities.

Though making errors may be unpleasant and expensive, they are part of our learning process. I sometimes encourage representatives to create a list of the three most common errors they make so they can identify and remember them, don’t stress over them, and understand that making mistakes is part of the learning process of becoming a better salesman.

7. Make a folder for shameless self-promotion for future reference.

SSP, or shameless self-promotion, is your resource in showcasing yourself and your relevant skills. Make an SSP folder and refer to it when you want a reminder of how great you are most of the time.

Whenever you get a note congratulating you on your efforts, you can save it to your SSP folder. For example, you may have hundreds of emails from individuals, so if you start to feel down, you know just where to look.

8. Make good relationships a priority.

There are three individuals in your network who always make you feel good. Identify those three individuals in your network and check in with them when you’re having a terrible day. “Remind me why I am a nice person, again?” I typically say when I call them. They should be able to tell you your finest qualities, which may help you when you need it.

If you examine your network carefully, you will most likely find three people that influence you negatively. Keep in mind when and how you contact these people, particularly if you’re trying to get out of a rut.

9. Emphasize relationship-building.

Kathleen Rush, HubSpot’s North American Channel Account Manager, is one of the most optimistic individuals I know and a firm believer in the need of establishing connections in order to remain happy.

She says: “When you work in sales, each call or meeting is a new beginning. Whether this is your first or tenth call with a specific prospect, you have the ability to make incremental adjustments to improve your odds of closing or at the very least your approach.

“If a call does not go as planned, there is always the next call. The same may be said about your quota. If you did not meet your quota, there are several little adjustments you may do to improve your prospects the next month or quarter.”

10. Look for inspiration in your coworkers.

Kathleen Rush has once again shown excellent practices. She is always seeking inspiration and information from her coworkers.

Here’s what she says: “Everyone on your team contributes something unique to their positions, and they all understand what you’re going through. Learn from their mistakes.”

11. Remind yourself that you’re doing a service.

In the end, your business exists to meet the requirements of your customers. Focus on the benefits of your business and the goods you provide.

Olivia Kirwan, HubSpot Channel Account Manager, uses this idea as follows: “I maintain my optimism by believing in the HubSpot product. We’re always inventing, improving, and adapting. Knowing that we offer best-in-class software that makes a difference for our customers helps me have a good attitude while I meet my goals.”

12. Do not give up.

Sometimes we get lucky, have huge months or years, and other times we put in the same effort and end up on the opposite side of luck. What is important is that we keep going, do the right thing every time, and control what we can control.

You must have faith in yourself and the process. Don’t get too excited, and don’t become too depressed. Ride the highs and be ready to hit the skids. Believe in yourself and your process, and keep going.

Wrapping Up

Sales success is 95 percent mental. If you don’t believe you can succeed or secure a contract, you’ll be proven wrong. However, if you can maintain your optimistic attitude, you will have a significant competitive edge.