Sales stalled? It’s time to get angry!

Sales is a game. Though not a numbers game as some would suggest, it’s more a mental game. Every year, I work with hundreds of sales and service people across industries. What strikes me most is the chasm between the high and low performers. This distinction is always a matter of mindset.

If you haven’t made a sale in a few weeks, or heaven forbid months, you should be anxious. That state should transcend to frustration, and if that persists, then raw anger! By anger, I don’t mean slapping customers in the face until they buy! I refer to a deep sense of injustice for not succeeding at what you do. This sensation is essential to all creatures that compete for survival in any jungle.

Despite modern advances, human beings are still primitive creatures. Just tune into the six o’clock news of an evening and you’ll get a taste of reality. We live in a ruthless world and occasionally things don’t go our way. Understand this, and then swiftly get over it. When your back is to the wall… get angry!

I observe businesspeople blaming their lack of performance on external forces, such as market conditions, ineffective marketing, too many time wasters or a crackpot manager. They curse, bicker and spit at others with resentment. These people are angry all right, but their energy is directed at everyone but themselves. In this instance, the first person you need to confront is you! Look yourself dead in the eye and demand answers. It’s the answers you’re most reluctant to acknowledge that move you forward.

Are you lazy? Fearful of rejection? Do you lack passion? Not willing to do the hard yards? Are you too focused on money? Does your ego need a stroke? Are you caught-up in internal politics? Is your confidence shot? Are you exhausted? Do you feel unloved? Okay, so what?

Don’t fall into the trap of putting “your own” story above the need to get the job done. Turn your anger into action. Do the most challenging tasks first, as they often bring the juiciest rewards. Cold call that CEO. She won’t bite. Get up at the crack of dawn and knock on doors. In that big presentation today, take control, be assertive and ask for the business. Stop fluffing around the edges and cut-through to the outcome. Making mistakes is okay, just keep learning and keep going. You may be down now, but the animal is never down for long.

If you’re in sales, you’re paid to sell. If you can’t and won’t do that, then move on and find a role more aligned with your natural skills and cerebral capacity. When push comes to shove, you’re the only person that can change your reality. Yes, at times it’s a nasty, scary and unforgiving jungle out there, so start channelling your inner animal. Don’t get eaten… get angry!

Trent Leyshan is the founder and CEO of sales training company BOOM! As a sales expert and facilitator, he partners with some of the world’s most dynamic and demanding sales driven companies. Trent is also the founder of salesprocess.com.au and the author of THE NAKED SALESMAN: How to walk the talk and sell your way to success!