Winning in sales is tough at the best of times; now add in the after-effects of the pandemic, isolated remote working, and revenue pressure from line managers. The life of a sales professional is really difficult right now.

When walking with Rob Howes last week, we discussed how vital confidence is in the successful closing of enterprise sales. Confidence is like holding the wind in your hand; difficult to maintain and ever-changing. When you have it, you feel like you can walk through walls and achieve incredible deals and success. When you do not have it, doubt is rife, and you feel like you cannot close a door, let alone a sizeable deal!

I recall in an attempt to change gears and create excitement during a sales slump, we had a fun competition:

“Who can win the most consecutive pitches?”

Conventional wisdom says that confidence is a natural trait - you have it or you do not. Many years ago, whilst on a training course, my confidence level was allegedly measured via a series of 20 questions. The results indicated that my confidence was exceptional high when sales were going well yet reduced to a third of that figure when times were tough. A number of my peers took much delight teasing me about my scores compared to theirs, which hardly changed, regardless of circumstances.

I knew these results were flawed, as I was more customer-focused during the good times than many, and far more resilient during the tougher times. I intuitively knew confidence was a moment-to-moment emotional response to environmental changes, and not something you have or do not...

...A significant body of science has emerged which challenges conventional wisdom. In his outstanding book The Genius in All of Us, David Shenk provides evidence that we are asking the wrong question – rather than the nature v nurture debate, more accurately we should be asking ‘How do genes interact with the environment?’

Shenk concludes, “Genes don't issue fixed instructions for development; rather, they interact with our surroundings so that we can adapt to them. Intelligence is not innate; it is a collection of skills that one acquires. Talent is not a thing; it's a process.”

During my recent interview with world-renowned mind-coach Don Macpherson, he shared that having worked with over 500 elite sports people,

“I don’t believe anyone is born with in-built confidence, just as I find it difficult to accept a champion is born a champion.” …

We all have days where our confidence is unaccountably low. Yet this can be adjusted by recalling times when we were at peak performance. We can shift our confidence levels at any point of our choosing. This is a very empowering thought to initiate during challenging times of our lives – such as developing the confidence to sell.

In this uncertain world, this is an urgent message for you...

If you are still convinced confidence is a natural trait, then I invite you to adopt the stellar mindset of Irish rugby legend, Paul O'Connell:

"Let's be the best at everything that requires no talent."

I believe what requires no talent is:

• Being genuinely interested and listening to a customer

• Being fully present during each conversation

• Being open to learning

• Having an attitude that is solution-focused…

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