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#262 How the Sales elite see pressure as a privilege
Q4 is going to be make or break. The pressure, for some, could not be more intense.
Do you see pressure as privilege or a threat?
My top clients would say that it’s a privilege and here’s why.
There are two types of pressure:
External Pressure - from line managers, those above, peers and our teams.
Internal Pressure - that expectation that we put on ourselves that our behaviour and our motivation will be driven from within.
I was recently reminded of this quote:
“Long distance running is 90% mental and the other half is physical.”
The same can be said of Enterprise Sales. 90% is mental and the other 50% based on other factors like territory and need.
Our mental state of mind has a disproportionate effect on what we believe is achievable - right here, right now.
When pressure is privilege
I've asked a number of my top clients what it feels like to be in the spotlight. These are the clients with the biggest in region or organisation deals. They are used to all of the key decision makers within their organisation focusing on them and the pressure that comes with that. This is what they told me:
I'm very much used to being in the spotlight. The pressure is actually enjoyable. It’s something that I’ve earned the right to have, by having all eyes looking directly at me.
I can only do the best I can do.
These high flyers have learned to excel under pressure.
They:
Communicate with the customer in every way they can.
Communicate internally as effectively as possible and use Execs where they need to.
Control every controllable to the best of their ability.
Acknowledge that, if the deal slips, the deal slips and they have to handle the consequences.
Constantly manage expectations.
Drawing parallels with Rugby, Elite players live for make or break games. Former Lions captain Sam Warburton recently stated they “see pressure as privilege”. They thrive on this pressure. This is why they work so hard -because they know that certain games will be won at the margins.
What mindset do you have as we move to the very end of Q3 and into Q4?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact me [email protected] to take the first step.
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By Adrian EvansQ4 is going to be make or break. The pressure, for some, could not be more intense.
Do you see pressure as privilege or a threat?
My top clients would say that it’s a privilege and here’s why.
There are two types of pressure:
External Pressure - from line managers, those above, peers and our teams.
Internal Pressure - that expectation that we put on ourselves that our behaviour and our motivation will be driven from within.
I was recently reminded of this quote:
“Long distance running is 90% mental and the other half is physical.”
The same can be said of Enterprise Sales. 90% is mental and the other 50% based on other factors like territory and need.
Our mental state of mind has a disproportionate effect on what we believe is achievable - right here, right now.
When pressure is privilege
I've asked a number of my top clients what it feels like to be in the spotlight. These are the clients with the biggest in region or organisation deals. They are used to all of the key decision makers within their organisation focusing on them and the pressure that comes with that. This is what they told me:
I'm very much used to being in the spotlight. The pressure is actually enjoyable. It’s something that I’ve earned the right to have, by having all eyes looking directly at me.
I can only do the best I can do.
These high flyers have learned to excel under pressure.
They:
Communicate with the customer in every way they can.
Communicate internally as effectively as possible and use Execs where they need to.
Control every controllable to the best of their ability.
Acknowledge that, if the deal slips, the deal slips and they have to handle the consequences.
Constantly manage expectations.
Drawing parallels with Rugby, Elite players live for make or break games. Former Lions captain Sam Warburton recently stated they “see pressure as privilege”. They thrive on this pressure. This is why they work so hard -because they know that certain games will be won at the margins.
What mindset do you have as we move to the very end of Q3 and into Q4?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact me [email protected] to take the first step.