How Does a Person’s Resilience Affect Their Sales Results?


All of us get knocked down, but it’s resilience that really matters. All of us do well when things are going well, but the thing that distinguishes athletes is the ability to do well in times of great stress, urgency and pressure.” – Roger Staubach

Example: John loses a major deal he’s been working on for months. He goes into a tailspin for a full week thinking about the lost commission and wasted effort. Errol also loses a major deal, but shrugs it off. He is out on the road the very next day determined to ensure his other deal closes as planned.

At your sales meeting, ask everyone to reflect on how much time it takes them to recover from losing a sale or any other sales setback. Let the most resilient share their “tricks” with others on how to recover really quickly.


by Suzanne Burgess

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