Failure and Grit
How grit shapes our definition of failure and success in sales
Grit. What does this even mean?
Oxford describes grit as courage and resolve; strength of character. Dictionary.com defines grit as firmness of character; indomitable spirit.
Probably the clearest definition however comes from the always accurate Wikipedia;
In psychology, grit is a positive, non-cognitive trait based on an individual's perseverance of effort combined with the passion for a particular long-term goal or end state (a powerful motivation to achieve an objective).
So what. How does this help us in sales?
Mark Roberge (also Ryan Longfield below) talks about grit as one of his 5 key attributes in hiring a successful AE.
Angela Duckworth wrote a New York Times bestseller on this one four-letter word.
In this week’s edition of Stretch Weekly -
Another gem from Joubin with Go To Market Grit as he talks with Ryan Longfield - CRO @ Gong about finding comfort in the uncomfortable, failure, and grit.
Insightful article from Natalie Severino featuring the wisdom of Ted Lasso and Angela Duckworth (Author of best selling book - Grit) on what it takes to succeed in sales today.
Plus - more snippets to learn how Grit shapes our definition of failure and success in sales.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Grit and Redefining Failure
Another gem from Joubin with Go To Market Grit as he talks with Ryan Longfield - CRO @ Gong about finding comfort in the uncomfortable, failure, and attributes of a great sales rep (Mark Roberge & Ryan also list Grit as one of their 5 key attributes in hiring a successful AE).
I really enjoyed this episode and bookmarked this one for future reference.
Highlights below:
'I was all-in': Ryan's experience as a contracted account executive at LinkedIn in 2008 having never previously done sales — and what motivates him. (2:52)
The importance of setting boundaries and creating a healthy work-life balance. (9:46)
Why Ryan believes that 'constantly remaining uncomfortable’ is key to career acceleration. (17:10)
Learning from the process that led to failure versus focusing solely on the failure itself. (20:43)
Imposter syndrome, insecurity, and the benefits of having diversity of perspective. (27:16)
Why Ryan believes that quotas should "represent a minimum bar for effectiveness" in sales roles. (37:03)
Coachability; previous history of success; intelligence and business acumen; grit; and curiosity: Attributes of a great sales rep. (48:01)
How Ryan defines grit. (51:35)
Nurturing Grit - Lessons in Perseverance
First off, If you haven’t watched Ted Lasso - and can deal with a few swears, start your binging. Comedic gold, with plenty of fun and appropriate lessons for leaders.
I found this insightful article from Natalie Severino talking about Grit featuring the wisdom of Ted Lasso and Angela Duckworth (Author of NY Times Bestseller - Grit)
Let’s face it - Sales is a hard job.
Just do the math - the average close rate across all industries is just 19%. That means sales reps hear “no” 81% of the time. 81%!
Does that mean that reps are failing?
No. It means that, in the words of Ted Lasso, reps, like elite athletes, need to have a memory like a goldfish.
"You know what the happiest animal on earth is? It's a goldfish. You know why? Got a ten-second memory." --Ted Lasso
Through research with students, military cadets, teachers, and others, Angela Duckworth uncovered that the people who are most successful, and predictably successful are not necessarily the ones with the highest IQ or the most talent. Instead, they are the ones who have the passion AND perseverance to succeed. They understand that life is a marathon, not a sprint, and that sustained work is essential to make their goals a reality.
Perseverance is a proven ingredient of success. Harvard Business Review found that your chance of making contact with a prospect after the 6th attempt is 90%! But the problem is, only 3% of reps actually try six times (most give up after just four attempts).
Takeaway: Watch Ted Lasso, Read Grit by Angela Duckworth.
STRETCH SNIPPETS
✍️ Morgan Ingram pens (types) a great thread to new sales reps with six tips to start out your new sales role. Definitely worth sharing with your newer reps.
🩺 “Our job as salespeople is to diagnose, like a doctor”, says Keenan. “You can’t give a doctor a script. You educate the $#!% out of them so they have command of the ailment. They don’t need a script. They’re knowledgeable."
🧵“We’re in a talent war right now”. Check out this enlightening thread from Patrick Campbell, CEO of Profitwell on what he’s hearing in SaaS recruitment and retention.
👻 Florin Tatulea offers his go-to line after a prospect tells you they aren’t the right person to speak with. Try "I wouldn't be too good at my job if I didn't at least ask - who would be the best person to continue a conversation with?" and see if you start seeing a higher reply rate.
📈 Jason Lemkin says that a Lead Rich environment is not necessarily better than a Lead Poor one. The end results are about the same. Focus on Qualified leads going up every month.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
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