A sales rep can have the selling ability, knowledge, personality, work ethic, and the self-motivation needed to be a high achiever—yet remain stuck in mediocrity (or worse).
There’s a key trait that separates top performers from the rest: GRIT—a unique blend of passion and long-term perseverance, as discussed by Angela Duckworth in her book Grit: The Power of Passion and Perseverance.
Two key indicators define sales grit:
1) The ability to work toward long-term goals rather than focusing on daily tasks.
2) A tendency to stay committed to a plan instead of changing course for the sake of novelty, boredom, or discomfort. Those with grit don’t seek change just for the sake of change.
Selling ability and natural talent alone won’t produce the best results without the discipline to stick to a strategy, push through obstacles, and stay committed.
Reps with both superior sales ability and grit don’t abandon new plans and behaviors at the first sign of difficulty. They understand that actual progress comes from sustained effort.
Sales teams need both talent and the resolve to persevere through challenges to reach their full potential.
Those with raw selling ability but little perseverance tend to be “stop-shorts.” People who make plans and try new behaviors with enthusiasm, yet change course easily in the face of obstacles or personal discomfort.
Stop-shorts tend to rationalize their lack of follow-through with excuses such as the market/economy is too tough, I tried it but it is not working quick enough or other reps do it differently, maybe I should switch it up.
If you or your team have the sales rep skills and want to build sales grit:
– Reframe obstacles as normal on the road to improvement. They are signs to adjust, push forward and learn.
– Commit to a new process or behaviors for a set period. Give new behaviors enough time, 45 to 90 days, before making major changes. This will provide consistency and resilience to push through.
Where do you and your sales team fall on the grit scale?
