I am always reading something to help me understand how to help sales representatives become all they can be.
In my quest for knowledge, I started to read about a theory called “Motivational Perspective.” The idea discussed is why does a student with an average IQ bring home “A” s.
“Motivation is defined as an internal drive that activates and gives it direction. The term motivational theory is concerned with the processes that describe why and how human behavior is activated and directed”.
What does all this mean? Well, salespeople are just like students. They are not born to be A students. Salespeople are human beings that have Grit. You see, doing well in school has nothing to do with IQ and everything to do with Grit.
What is Grit? To make sure that we’re all on the same page, here is a basic Grit definition developed by Angela Duckworth, the psychologist and researcher. She coined the term: Grit is passion and perseverance for the long-term and meaningful goals.
Why is Grit important?
Grit is essential because it is a driver of achievement and success, independent of and beyond what talent and intelligence contribute.
Being naturally intelligent and talented are great, but to honestly do well and thrive, we need the ability to persevere. Without Grit, talent may be nothing more than unmet potential. It is only with effort that talent becomes a skill that leads to success (Duckworth 2016).
A sales representative that has Grit demonstrates the following:
- Sticking it out, making up to 5-12 prospecting sales calls to every qualified account before they get their first referral
- By doing the 5-12 prospecting sales calls, they outlast the competition. Many reps quit calling on prospecting accounts after two sales calls.
- They prepare for their sales calls like they are training for a marathon, not a sprint.
- Gritty reps have a mindset that failure is only temporary
That is why HomeCareSales.com exist. We have the tools to help sales representatives born with Grit turn into High-Performing Sales Superstars!
If you are ready to help your Gritty sales representatives hit their next level of success, look no further than homecaresales.com. Reach out to Mike@homecaresales.com and get a private tour of our products that will push your sales up to the next level.