[This is part 3 of several on what the CEO should know about selling]
What is there about Tiger Woods, Andre Agassi and Peyton Manning they share?
Strong inner games. They’re mentally tough. They are probably also better/more competent but I don’t think that came first. I think mental acuity did. They are mentally strong–so they practiced more–they saw themselves as champions–and they became that.
Your sales team will be more successful if their inner game is strong. And you, as CEO, needs to understand the role the mental make up plays in your results.
What is The Inner Game?
It’s everything that happens inside the sales professional–the head–the heart–the mind. It’s those thoughts that tick away when we’re in stressful situations. It’s the feelings of self worth we have–at all times. It’s those desperate thoughts we have when the deal is going down.
Most sales training firms ignore this part of the equation. Why? Cause it’s tougher than hell to teach. But it’s essential for a great sales force.
Common Mistake: A Person Has it Or They Don’t
Can a strong inner game be taught? Yes. But not to everyone. Some people are wired in such a way that their ego is so fragile–and their self worth so vulnerable that they’ll be unable to ‘toughen up.’ 
But don’t give up on people. The first thing to do is work with your VP Sales and identify the people who aren’t mentally strong.
You can find them by knowing who:
- Flinches at the first sign of prospect pressure.
- Wants to drop price to get a deal.
- Talks too much when the pressure is on.
- Can’t bring themselves to listen–really listen to their customer.
- Won’t call on the right people inside the prospect/client company (they call too low).
- Doesn’t prospect enough–therefore not enough new business in the pipeline–therefore forecasts are off.
Go ahead. Sit down with your VP and have that meeting. If he thinks you’re meddling, then teach him about the inner game.
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