Do your sales team have what it takes to succeed?
Beyond the usual attributes associated with salespeople, such as confidence, social skills, and intelligence, there’s one quality that stands out as a true differentiator: grit.
Grit, often described as a gravelly determination, has been proven to be a ubiquitous predictor of success, especially in sales roles. This article explores the groundbreaking research of Angela Duckworth, a leading expert in the field of grit, and discusses how employers can find and cultivate this essential gravelly quality within their sales teams.
Angela Duckworth:
Angela Duckworth, a prominent researcher in the field of grit, has dedicated her work to understanding the relationship between perseverance and achievement. With her extensive research background and expertise, Duckworth has shed light on the significance of grit across a number of domains.
Research findings:
Duckworth’s research, conducted through the examination of thousands of individuals in various contexts, consistently reveals that grit plays a pivotal role in determining success. Whether in military academies, spelling bees, teacher training, or sales environments, those who displayed unwavering stamina, resilience, and the ability to persevere day-in and day-out ultimately achieved their goals.
Talented individuals lacking in grit often fell short when faced with setbacks, while the determined ones who embraced challenges, maintained their focus, and recognised the value of seeking support from others, triumphed.
Sales and grit:
In the realm of sales, where competition is fierce and success is clearly quantifiable, grit becomes even more critical. The ability to persist in the face of rejection, to bounce back from failures, and to stay focused on the end goal separates exceptional salespeople from the rest.
Consider the sales professionals who refuse to take “no” for an answer, who view setbacks as opportunities for growth, and who demonstrate an unyielding drive to succeed. These individuals embody the grit that propels them to surpass their targets and achieve extraordinary results.
Finding and developing grit:
So, how can employers identify and nurture grit within their sales teams?
The answer lies in the Clevry Sales Report, a comprehensive tool designed to measure grit, along with other crucial aspects of sales success such as focus, empathy, and appetite.
The Sales Report utilises psychometric assessments to gain valuable insights into a candidate’s preferences and hesitations throughout the sales cycle. By analysing the results, recruiters can make more informed hiring decisions and identify areas for further development, and serves as a valuable resource to cultivate grit within sales teams.
However, it’s important to note that grit is not a fixed trait. It can be developed and strengthened over time. Employers can foster a culture of persistence by embracing a growth mindset. Coined by Carol Dweck, the concept of a growth mindset emphasises the belief that individuals can learn, grow, and improve their abilities through effort and practice.
To instil a growth mindset, employers should prioritise continual development. Encourage employees to view failures as opportunities for learning and growth. Provide training programs, mentorship, and coaching that specifically address building resilience and perseverance. Celebrate and recognise individuals who demonstrate grit and resilience in their sales efforts, reinforcing the importance of these qualities.
Furthermore, create a supportive environment where seeking help and collaborating with others is encouraged. Discourage blame. Foster a sense of camaraderie and teamwork, emphasising that accepting assistance is not a sign of weakness but a means to achieve collective success. By nurturing a culture that values grit and embraces growth, employers can enhance their sales team’s capacity for success.
In conclusion, grit is a crucial factor in sales success. Employers can harness the power of grit by utilising tools like the Clevry Sales Report to measure and enhance this quality within their sales teams. Additionally, by fostering a growth mindset and creating an environment that supports development, employers can cultivate grit and empower their salespeople to achieve remarkable results. With grit as a driving force, sales teams can overcome challenges, persist through setbacks, and ultimately reach new heights of success.
