Gritty salespeople win in the face of adversity and they value persistence over perfectionism. These are the ones you will go to war with and you are excited to see them every day. Now layer coachability into the equation.
One of the best parts about my job is the ability to learn from and be around lots of leaders from different industries, large and small. Working with these teams inspires quite a bit of what I write about. I must be careful about this or I could get the reputation of the Rabbi from Seinfeld with “loose lips”. For those not familiar here is one minute to make you laugh.
Now, granted what I do is not God’s work, but it is extremely rewarding and the impact is lasting. This week’s story revolves around my like of a particular candidate our client was interviewing for a sales role. I have a personal bias towards GRIT and Coachability.
What is GRIT? You might be one of the almost 17 million folks who have watched Angela Duckworth’s TED Talk. If not, here is your chance. In my world GRIT is what we refer to as the “Will to Sell” and it is made up of five components.
Desire-How badly do they want to be the best at sales or sales leadership?
Commitment-Are they committed to do whatever it takes to be the best in sales ethically?
Outlook-Are they generally optimistic and positive even in the face of adversity?
Motivation-Are they driven by goals and how are they motivated (Intrinsic v. Extrinsic)
Responsibility-Do they take full ownership for the results? No excuse makers allowed!!
Think of the Will to Sell as the foundation you are building your house upon.
Grit is passion and perseverance for long-term goals.One way to think about grit is to consider what grit isn’t.Grit isn’t talent. Grit isn’t luck. Grit isn’t how intensely, for the moment, you want something. Instead, grit is about having what some researchers call an”ultimate concern”–a goal you care about so much that it organizes and gives meaning to almost everything you do. And grit is holding steadfast to that goal. Even when you fall down. Even when you screw up. Even when progress toward that goal is halting or slow. Talent and luck matter to success. But talent and luck are no guarantee of grit. And in the very long run, I think grit may matter as least as much, if not more. --Angela Duckworth
Gritty salespeople win in the face of adversity and they value persistence over perfectionism. These are the ones you will go to war with and you are excited to see them every day. Now, layer coachability into the equation. Back to the candidate I helped interview. I did not like the answer to one of his responses. After a little back and forth I offered to role-play the scenario. I went first as the sales person. “Now, your turn!” He executed flawlessly. Not only did I get to see how coachable he was, I was able to see him perform under pressure (win win)
For the most part our team is usually engaged during crisis mode. “Help us figure out what is going on and fix it.” We are good at triage! Once we are stabilized the lasting impact is the path forward and that begins with understanding the capabilities of the team and then a path forward of hiring the right salespeople/leaders who will succeed in their "unique" environment.
If you are in crisis mode and want some help figuring out what is going on you can start here by assessing your team for free.
If you are in growth mode and are hiring give our assessment a spin for free here. These are great resources and are a part of what power our business. If you want grit and hustle then call me directly (615)594-7751.
PS-If we work together I might write about it!!
We welcome business leaders who are frustrated with their current sales performance to contact us to arrange a free consultation with one of our sales development experts.