By Paul Bramson, CEO — The Paul Bramson Companies
To be competitive in today’s sales environment, one needs more than just surface level skills and charm. High-performing professionals are both proficient as well as tenacious. Sales professionals must be able to integrate their capabilities with an unyielding determination for ongoing development in their drive to success.
I often get asked, “What matters more, innate skill or resolute grit?” There can be passionate stances for both sides, but I think the magic is a combination of the two. Skill married with grit creates an unstoppable individual armed with a growth mindset, industry and product/service knowledge, as well as the drive to keep learning, developing, and getting better every day.
Every day in my work and my talks, I see how this combination is lethal in the professional world as well as one’s personal life. Individuals with this mindset are always looking for what they need to do to improve their skills or learn something new, and take everything as an opportunity — whether it’s something good or a challenge.
The synergy of skill and grit
This study illuminates integral findings for leaders and, for our discussion, sales leaders. That said, this data applies to all high-performing professionals — sales and beyond. I would even argue that someone with grit, with that drive to be better, is already more coachable; it’s just in their DNA.
Coachability is one’s openness to learn, be taught, and trained. This comes from a place of knowing that there is always room for growth and learning to continue to elevate your skills and up your game. In the words of basketball legend, Michael Jordan, “My best skill was that I was coachable.”
Skills are foundational elements for any sales role, including effective communication, understanding customer needs, presentation skills, and negotiating. A skilled sales professional can artfully navigate the intricacies of a sales conversation by creating an engaging and productive dynamic. A high-performing sales professional takes this to the next level through their determination to get better every day — their grit.
Grit is the unwavering resolve that keeps someone on their path to success always, even when faced with rejection, setbacks, and challenges. Grit is a determination that fosters resilience with an unyielding commitment to long-term goals. It drives perseverance and ongoing development for sales professionals through up-leveling their own skills and surrounding themselves with the right mentors and advisors to support and drive success.
Skills are important, obviously, but it’s grit that will take you to the next level so you can fully reach your potential.
The blueprint for skill development
High-performing professionals (“PROs” as I call them) are committed to honing their skills. Like an artisan perfecting their craft, sales professionals must dedicate themselves to continuous skill improvement.
Continuous improvement
In the fast-paced, ever-changing world of sales, complacency is the enemy of progress. The most successful sales professionals understand that it is imperative to up-level their skills all the time. This means that, regardless of current skill level, they are committed to refining and expanding their abilities.
- Self-assessment: Identify strengths you want to leverage and grow as well as areas of opportunity. Set specific goals for leveling up.
- Feedback loop: Seek feedback from mentors, peers, and even clients. Feedback provides important insights into where you shine as well as areas to work on.
- Professional development: Invest in sales training programs and ongoing education. Attend workshops, webinars, and conferences to stay updated on industry trends and best practices.
Sales coaching, mentoring, and guidance
Coaching and mentorship play pivotal roles in skill development. Having a seasoned mentor, trusted advisors, or skilled coach (or a combination of all) can accelerate your professional growth in ways that self-study alone will not achieve.
- Mentorship: Establish a mentorship relationship with a more experienced sales professional. Learn from their experiences, seek advice, and use their guidance as a compass for your own journey.
- Coaching: Sales coaching provides structured guidance and empowers you with confidence. Coaches help fine-tune specific skills, such as active listening, communication, objection handling, or closing techniques.
- Role-playing: Engage in regular role-play exercises with colleagues or mentors. These simulated scenarios allow you to practice and refine your skills in a safe and supportive environment.
- Personal board of advisors: In addition to the above, identify and engage a few individuals in sales and other professions to support you throughout your career. They will be your trusted advisors for your next career move, navigating challenging times and supporting your growth always in any way they can.
Professional sales training programs
Structured training programs are invaluable for skill development. These programs offer a systematic approach to learning and honing the skills essential in sales.
- Onboarding Programs: For newcomers to the field, onboarding programs provide a solid foundation. They introduce you to company-specific processes and products.
- Sales methodologies: Many organizations adopt specific sales methodologies (e.g., MEDDIC, Challenger Sale). Invest time in understanding and implementing these methodologies effectively.
- Technology training: Sales technologies, such as CRM systems and sales analytics tools, are integral to modern sales. Ensure you have a comprehensive understanding of the tools at your disposal.
By incorporating these strategies, you’ll be better equipped to navigate the dynamic landscape of sales. These methods provide a structured pathway for continuous improvement, ensuring that you’re always honing your abilities to achieve success in your sales career.
The role of grit in skill development
For high-performing sales professionals, grit lies at the core of their unwavering pursuit of success. Grit goes beyond mere determination — it embodies resilience, passion, and an unwavering commitment to achieving long-term goals. Grit drives a growth mindset with the ability to learn from and bounce back from setbacks and challenges, viewing them as opportunities for development.
Grit is not always inherent — it can be developed, nurtured, and strengthened. One way to tap into this type of determination is by setting meaningful, compelling long-term goals, both personal and professional. When you have your eyes on something specific, you are more likely to dig in and do the work required to get there. Grit can derive from or be deepened through a strong sense of purpose and passion for what you do.
Imagine a sales professional with exceptional product knowledge and persuasive communication skills. These skills open doors and initiate promising conversations; grit is the perseverance that keeps these doors open regardless of success or setbacks. When faced with rejection or a challenging negotiation, grit keeps one moving forward and is the driving force that allows sales professionals to accept rejection and learn from challenges to remain constant and unwavering in their efforts.
Grit allows one to focus on the processes and steps that lead to success rather than fixating solely on the outcome. Celebrate small and large victories along the way, as they support your overall progress over time.
The power of the skill-grit-growth formula
The Skill-Grit-Growth Formula stands as the cornerstone of achieving sales mastery, serving as a blueprint for sales professionals seeking remarkable success. At its core, this formula represents the dynamic interplay between skill and grit and a growth mindset within any profession.
In this formula, skill represents the mastery of product knowledge, communication, and the art of negotiation. It’s the foundation upon which sales professionals build their initial rapport and engage with potential customers. This formula recognizes that skill alone is insufficient in the competitive world of sales.
Adding to skill, grit is the tenacity, resilience, and unwavering commitment that keeps sales professionals moving forward, even in the face of adversity. It’s the driving force that transforms setbacks into stepping stones and rejections into opportunities for growth. Grit ensures that sales professionals persistently refine their skills and adapt to changing circumstances.
The true power of the Skill-Grit-Growth Formula lies in the synergy between these elements. When skill and grit combine, they support a growth mindset. Sales professionals with this mindset are always looking to be better and approach challenges as opportunities to learn and grow, viewing each interaction as a chance to improve and refine their skills.
The journey to sales mastery is not defined by a single attribute but the blend of skill and grit are an unstoppable combination.
About the Author: Paul Bramson has been described as a powerhouse on keynote stages and in training arenas. He is distinguished as being one of the most effective speakers, trainers, and executive coaches in the world today. Paul is considered a global authority and thought leader in the areas of sales, leadership, communication, interviewing, and negotiation skills. With over 25 years of experience in educating, speaking, and coaching, Paul has a unique ability to connect with professionals, leaders, and teams at all levels, providing them with valuable insights and empowering them with the latest knowledge and skills. His sincere and passionate approach to his work is evident in his ability to engage and inspire global audiences. Paul grew up in Boston, graduated from Boston University, and currently lives in Atlanta, GA.