{"id":547,"date":"2024-01-10T12:54:00","date_gmt":"2024-01-10T12:54:00","guid":{"rendered":"https:\/\/esinstitute.com\/why-the-corporate-world-needs-a-cultural-shift-to-prize-sales-as-high-value-career-34\/"},"modified":"2024-04-02T14:36:40","modified_gmt":"2024-04-02T14:36:40","slug":"sales-confidence-comes-from-performance-not-personality","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-post\/sales-confidence-comes-from-performance-not-personality\/","title":{"rendered":"Sales Confidence Comes from Performance Not Personality"},"content":{"rendered":"<section class=\"single-news block-section alignfull\">\r\n    <div class=\"grid-container\">\r\n        <div class=\"grid-x\">\r\n\t\t\t                <div class=\"cell small-12\">\r\n                    <div class=\"single-news__title\">\r\n\t\t\t\t\t\t<h1>Sales Confidence Comes from Performance Not Personality<\/h1>\n                    <\/div>\r\n                    <div class=\"single-news__author\">\r\n<!--\t\t\t\t\t\t--><!--\t\t\t\t\t\t\t--><!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"single-news__position\">\r\n                        <!--\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"rel-wrap\">\r\n                        <div class=\"single-news__main\">\r\n                            <div class=\"single-news__featured hide-for-large\">\r\n                                <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/krakenimages-376KN_ISplE-unsplash-1024x683.jpg\" alt=\"Sales Confidence Comes from Performance Not Personality\">\r\n                            <\/div>\r\n                            <div class=\"single-news__float hide-for-small show-for-large\">\r\n                                <div class=\"single-news__featured\">\r\n                                    <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/krakenimages-376KN_ISplE-unsplash-1024x683.jpg\" alt=\"Sales Confidence Comes from Performance Not Personality\">\r\n                                <\/div>\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fsales-confidence-comes-from-performance-not-personality%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fsales-confidence-comes-from-performance-not-personality%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fsales-confidence-comes-from-performance-not-personality%2F&#038;text=Sales+Confidence+Comes+from+Performance+Not+Personality\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n\r\n                            <div class=\"grid-x\">\r\n                                <div class=\"cell small-12 medium-shrink align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t                                        <div class=\"single-news__types\">\r\n\t\t\t\t\t\t\t\t\t\t\tNews                                        <\/div>\r\n\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                                <div class=\"cell small-12 medium-auto align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                            <div class=\"cat-label\"\r\n                                                 style=\"--color: \">\r\n\t\t\t\t\t\t\t\t\t\t\t\tBlog Post                                            <\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                            <\/div>\r\n\r\n\t\t\t\t\t\t\t<h4>\u2018The sales team lacks\u00a0<strong><em>confidence<\/em><\/strong>.\u2019<\/h4>\n<h4>Huh?<\/h4>\n<p>This may be as big a surprise to you as it was to us when we heard it for the first \u2013 but definitively NOT the last \u2013 time from one of the early ESI customers.<\/p>\n<p>Little did we know that this somewhat throwaway comment would prove to be a remarkably consistent and recurring theme when we are doing our problem analysis with customers &amp; prospects. There is never much of a challenge validating the core business issue: a general\u00a0<a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">shortage of sales capability<\/span><\/a>\u00a0driving a\u00a0<a href=\"https:\/\/esinstitute.com\/sales-challenges\/develop-and-standardise-team-sales-skills\/\"><span class=\"green\">requirement for skills development<\/span><\/a>.<\/p>\n<p>However, we like to dig deeper to diagnose how that core issue shows up in the workplace on a day-to-day basis. It can sometimes be too easy to simply dismiss the sales organisation as \u2018needing improvement\u2019. What makes the problem more real \u2013 and, therefore more fixable \u2013 is an in depth understanding of what this means in practice, what does \u2018required improvement\u2019 look like? What\u00a0<strong><em>should<\/em><\/strong>\u00a0it look like?<\/p>\n<p>This process yields a remarkably similar diagnosis no matter who the customer is \u2013 irrespective of size, sector or geography. When asked what specific behaviours are evidence of underperformance, these real quotations are typical of the responses we get all the time:<\/p>\n<ul>\n<li>\u2018we suffer from inconsistency \u2013 in results and performance\u2026\u2019<\/li>\n<li>\u2018the team has lost credibility because of poor visibility of sales and unreliable forecasting\u2026\u2019<\/li>\n<li>\u2018we\u2019re excellent at showing a product\u2019s features but can\u2019t ultimately close the sale\u2026\u2019<\/li>\n<\/ul>\n<p>Sound familiar?<\/p>\n<p>And yet one specific issue rises to the top of \u2013 or perhaps summarises \u2013 this diagnostic list all the time. The conversation \u2013 again and again \u2013 comes back to one simple statement that has become the clarion call of the buyers we deal with all the time: \u2018Our salespeople lack\u00a0<strong><em><u>confidence<\/u><\/em><\/strong>.\u2019<\/p>\n<p>The irony of this won\u2019t be lost on anyone outside of the sales profession: the hackneyed old sales stereotypes reflect an oversized personality that naturally builds relationships and owns every professional &amp; social room they walk into. Not only is the typecast sales beast confident, he or she is also likely to be brash and probably arrogant. They may be short on several of life\u2019s finer skills, but confidence is not one of them- right? Wrong!<\/p>\n<p>In today\u2019s commercial world, large and loud personalities can be helpful \u2013\u00a0<em>some<\/em>\u00a0of the time \u2013 but, by and large, they will not suit every sales situation and this personality type can actually \u00a0get in the way of connecting with certain types of potential customers. To quote one of ESI\u2019s earliest students, \u2018Bravado will only get you so far\u2026\u2019<\/p>\n<h2>Sales Confidence \u2013 Substance over Swagger<\/h2>\n<p>Yes, today\u2019s high performing salespeople need to be confident \u2013 but in a different way. Sales confidence today comes from a conviction about one\u2019s own abilities that is based on substance and not swagger. It is rooted in a genuine belief not just in the solution one is selling but also that it will truly solve a problem for the prospect or client. It comes from an ability to deal with more informed and very often more senior buyers than ever before. It stems from a rounded business acumen that allows the seller to present both themselves and their business in the most positive, collaborative professional light.<\/p>\n<p>Salespeople today cannot simply pluck the confidence they need out of the air \u2013 they need to acquire it through formal and informal experiences of selling \u2013 and learning to sell. \u00a0And this acquisition and maintenance of sales confidence for today\u2019s professional is never over \u2013 it\u2019s a process, not a task. It involves constantly fine-tuning soft skills over time by being tested in the white heat of getting a critical sales deal over the line.<\/p>\n<p>So, if you or your sales team are feeling a little short in confidence right now, fear not! You are most definitely not alone. And the good news is that the solution doesn\u2019t depend on a change of personality and it\u2019s not something that can\u2019t be acquired \u2013 it can! But it does involve working on your sales skills, both through real-world experience and through\u00a0<span class=\"green\">professional sales upskilling<\/span>. We can help.<\/p>\n<h2>Develop Confidence in Your Sales Team<\/h2>\n<p>Time and again, as we discuss business impact and behavioural change, ESI customers tell us that one of the biggest changes they see from our virtual, self-paced sales skills development programme is the emergence of a new\u00a0<strong><em>confidence.<\/em><\/strong>\u00a0This is a core aspect of the ESI programme, which is ideal for sales teams working remotely or from a variety of locations. It enables sales professionals to get an overview of all the core skills needed to sell successfully and to deep dive into modules where their own skills need to be upgraded. For organisations, it facilitates a standardised approach to selling that can be quickly implemented across the business. It is also highly motivational for sales professionals, improving their focus on driving their own sales performance.<\/p>\n<p>ESI offers the definitive, digital solution to upskill your sales team. To learn more about how our <a href=\"https:\/\/esinstitute.com\/\">sales training<\/a> delivers substance over swagger, get in touch!<\/p>\n<p><a class=\"button success hollow\" href=\"https:\/\/esinstitute.com\/talk-to-an-expert\/\">Talk To Us Today!<\/a><\/p>\n\r\n                            <div class=\"hide-for-large show-for-small\">\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fsales-confidence-comes-from-performance-not-personality%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fsales-confidence-comes-from-performance-not-personality%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fsales-confidence-comes-from-performance-not-personality%2F&#038;text=Sales+Confidence+Comes+from+Performance+Not+Personality\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n                        <\/div>\r\n                    <\/div>\r\n                <\/div>\r\n\t\t\t        <\/div>\r\n    <\/div>\r\n<\/section>\r\n","protected":false},"excerpt":{"rendered":"<p>Sales Confidence Comes from Performance Not Personality \u2018The sales team lacks confidence.\u2019 Huh? This may be as big a surprise to you as it was to us when we heard it for the first \u2013 but definitively NOT the last \u2013 time from one of the early ESI customers. Little did we know that this somewhat throwaway comment would prove to be a remarkably consistent and recurring theme when we are doing our problem analysis with customers &#038; prospects. There is never much of a challenge validating the core business issue: a general shortage of sales capability driving a requirement for [&#8230;]<\/p>\n","protected":false},"author":5,"featured_media":1483,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[9],"tags":[],"news_type":[16],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Confidence Comes from Performance Not Personality - ESI<\/title>\n<meta name=\"description\" content=\"Sales confidence today comes from a conviction about one\u2019s own abilities that is based on substance and not swagger.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/esinstitute.com\/blog-post\/sales-confidence-comes-from-performance-not-personality\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Confidence Comes from Performance Not Personality - 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