A common misconception regarding sales teams is that they ignore rejections and try to sell at any cost. But, modern-day and high-quality sales departments don’t fear rejection. Instead of trying to sell, they focus on understanding the client’s needs and challenges and demonstrate that they are trustworthy partners.
If you aspire to have such a sales team, you need a leader who understands that employees need to pause and take a breath to perform well and deliver the desired results. You also want your employees to be courageous.
In this episode of Taking the Lead, our host Christina Brady welcomes Kim Mirazimi, Senior VP, Commercial Sector at 3Pillar Global. Kim and Christina discuss courage in the workplace. Kim explains that being courageous means being intentional, well-prepared, and curious. She also reminds us that we are humans and encourages everyone, especially those in sales, to not be afraid of asking questions and admit that they are wrong. It is the only path, Kim says, to professional growth.
What Stops People From Pursuing a Revenue Production Role?
”People have a fear of not doing it well or being wrong or being rejected. Oh my God, don’t! If you can’t be rejected, don’t be in sales. You’re going to be rejected way more than you’re going to be accepted. And that’s part of your fabric and of your craft, and [you have to] figure out how to brush yourself off and pick yourself up. […]
I think that people need to be very intentional. […] We know sales is a game of numbers, and it’s a game of execution. You have to execute intentionally and focus, or it’s not gonna happen. You’re gonna get pulled here, pulled there, and you have to pull yourself and figure it out, and that’s a hard thing to do.
Mentors can help you with that, but […] I think people get clouded. There are too many other things in life; it’s not just work. But the execution is hard because there are too many distractions.”
Courage in the Work Environment and How to Show It
”[It] is the polar opposite of how salespeople think. Salespeople are all ‘Run, run, run; go, go, go.’ No! Stop and pause and take a breath. […]
The other thing that my team gets sick of hearing me say is ‘connective tissue.’ There’s connective tissue everywhere. A goes into B, which goes into C, which goes into D, and you keep going. You’ve got to B, so stop and take a breath. It comes down to the adage: plan your work, work your plan. […]
Part of your job is to prepare yourself. And that’s not only understanding what the company does, and ‘I’m getting the background,’ but the same: take the time and pause. Your job is to prepare your foundation to go in.
I am much more comfortable reporting to our board when I have prepared for two weeks with the rest of my colleagues. I can go into that with confidence. I can go in knowing my numbers.
Hypothesizing is another huge thing that I push heartily. Hypothesizing what I believe they’re going to ask of me, the curiosities they’re going to have, and where they’re going to point me. I need to be ready to speak, address, understand, or say, ‘I don’t know,’ which is fair too.”
The Way We Treat Each Other Could Always Use Improvement
”There’s a side of humanity that I think people forget about. We are all here trying to achieve an end goal. Mine may be different from yours. We may or may not be aligned, but we’re all going for the same thing.
And we’re all trying to do our jobs and do them well. And maybe you don’t like all of it, but I’m still a human, and you’re still a human, and we need to treat each other with respect.”