RAB Insights

RAB Research Archive

Security in sales. Really?

Recently, I was called for a reference check for a seller I had worked with years ago. "Is he confident?" asked the potential new manager. I shared with her that, like most people, his confidence level will be directly proportional to the amount of safety and security you provide for him. He will be very confident if he feels safe enough to make mistakes that will be viewed as learning or teaching moments instead of opportunities for ridicule and condemnation.

Safety and security in a sales job? Are you kidding? The lightbulb, the ah-ha moment and the epiphany all emanate from confidence. Confidence is that feeling that you have figured it out. Confidence is vital, arguably more important than intelligence and skill.

Barbara Markway, Ph.D., writing for Psychology Today, says that self-confidence is linked to almost every element of a happy life. She shares five key rewards for having self-confidence:

Less fear and anxiety — The more confident you become the more you are able to calm that inner voice that screams, "I can't do it."

Greater motivation — Building confidence means taking small steps that create a feeling of accomplishment.

More resilience — Confidence gives you the skills and coping methods to handle setbacks and failure.

Improved relationships — When you have more self-confidence, you are less focused on yourself.

Stronger sense of authentic self — Self–confidence roots you in who you really are.

The challenge is that most of us, even top performers, lack self-confidence. Author Seth Godin suggests we have a lizard brain that talks us out of reaching our potential. It's my firm belief that as leaders, our number one priority is to build the self-confidence of our teams. With self-confidence and competence, they are unstoppable.

This requires a culture of safety and security. It requires the knowledge that they aren't expected to be perfect, they are expected to make mistakes — and that's okay.

Today's edition of Radio Sales Today highlights many of the great resources available on RAB.com. Research, case studies, infographics, presentations, live webinars and training. All are designed to build belief and confidence for your sellers. If you have not had an RAB Member Benefits Webinar in the last six months, I strongly recommend you schedule one before the end of the year. They are provided as a benefit of your membership. They make great sales meetings, and the best practice is to schedule them at least twice a year. Shoot me an email here, and I'll hook you up with Dolores Nolan or Brooke Williams on our membership team. They are amazing people who would love to help your team maximize your membership investment.

Nothing is more exciting than to see the lightbulbs of new ideas resonate with team members. You are helping them discover the answers to their problems, overcoming obstacles and helping them learn from their mistakes. You can't have that feeling unless you provide a safe environment.

Seeing the pride of achievement on the faces of your team is about as rewarding as it gets.

Happy Monday!

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@rab.com. You can all so connect with him on X and LinkedIn.

Source: Jeff Schmidt, SVP of Professional Development