Sales Prospecting Perspectives

The Key Ingredient to a Successful Sales Rep

Posted by Craig Ferrara on Tue, Aug 27, 2013 @ 11:00 AM

AttitudeI often wish I can go back to those specific points in my career to let myself know that everything’s to be alright. You know those moments where you feel like the sky is falling and nothing is panning out they way you hoped it would?  At the time, these thoughts consume you, but a month later, you've all but forgotten it. 

Be honest: How much emotional energy did you dedicate to one lousy moment? Was it worth it in retrospect? 

Having perspective when you cold call can be a difficult thing. Lousy days can be abundant at times. It can be easy to get mired in a slump. We can often get into the mindset that you're only as good as the previous day, week, month, quarter, etc. That's the oath we feel we need to take when inducted into the sales world. The key, however, is how you rebound from those lousy periods. 

Obviously, selling can be a grind at times, but the people I've seen prevail at sales are simply willing to embrace the challenge. The reps on my team who have the make-up for success recognize that it will inevitably suck at certain points in time. Once my newbies come to this realization, then I tell them that they've taken the first step to becoming a successful sales rep. It's how they choose to embrace the realization of what they’re working with.

We all have different styles that work for us in sales. I've had the benefit of managing a wide combination of personalities over the years. In some cases, I'd have to admit that there were certain folks who I felt didn't have the make-up to get it done, but somehow they made it work and adapted a style that worked for them.

At AG. we've long given up trying to hire the cookie cutter sales reps. I love the wide range of personalities that make up our team. The only common characteristic I see from our employees nowadays is one thing: Attitude.

Attitude overcomes pretty much any roadblock you'll hit when you cold call. 

It overcomes the rough periods when you can't seem to get anyone on the phone.
It overcomes the lousy quarter when you just missed your number.
It overcomes the times when you feel you don't have all the answers for a prospect, but you keep him or her interested anyway.

Tomorrow is a new day. Have you checked your attitude lately?



Craig Ferrara is the Vice President of Client Operations for AG Salesworks. He has extensive experience in the sales and teleprospecting process. Craig joined AG Salesworks in 2003 and has successfully managed several teams of high-performing Business Development Representatives. To read more of his articles, click here.

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Tags: Sales Prospecting, Coaching, Optimism, Cold Calling, B2B Inside Sales, Sales Hiring Strategies

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