Trophy – a cup or other decorative object awarded as a prize for a victory or success. (Oxford Dictionaries)
Seeing it defined is a reminder of what it actually signifies.
The trophy industry has ballooned into a $3 billion dollar enterprise with no signs of slowing down.
Basically, what was once a token of excellence has morphed into an award for simply showing up.
Call it Participation disguised as Achievement/ Halloween 365 days a year.
Participation trophies are commonplace and regardless of which side of the fence you’re on, chances are – you’re six degrees away from somebody who’s enshrined their mantle with one.
It used to be that showing up was half the battle – now it’s the whole war.
In today’s competitive B2B landscape, it’s deliver or get cut and whether you like it or not, there’s a vast pool of talent waiting to take your place as soon as you screw up.
Out here in the real world, the Spoils go to the Victor and just showing up isn’t grounds for praise and adornment.
If you’re new to Sales or in a slump, engrave your sales bible with the words – Trust the Other Side of Effort.
With the force of gravity working against you, the more resilient you are early on, the greater your chances for survival.
- Hung up on? Don’t waste time. Call next lead.
- Tank a 5 figure deal? Tough. Replace it with a 6 figure logo.
- Prospect ghostin ya? Keep pounding
- Chewed out by the brass? Do more. Get better
- Fired? Level Up
- Lose, Lose, Lost? Win – how’s it feel?
Trophy Babies
You may have heard of a generation labeled as Entitled. Per Inc.com’s piece, some of their behavior is categorized as:
- Expecting to land a job upon graduating from college
- Demanding a certain salary or promotion
- Assuming specific flexible hours at work
Well it turns out, there’s a correlation between trophy babies and some of the characteristics of said generation.
According to WSJ’s 2008 citing of a careerbuilder.com survey:
The generation’s greatest expectations:
- Higher pay (74% of respondents)
- Flexible work schedules (61%)
- Promotion within a year (56%)
- More vacation or personal time (50%)
The rub in Sales is that you can’t manipulate deal outcomes or juke the future.
Sure, you can forecast and happy-ear your Sales Manager with pipeline pipe-dreams, but you’ll be better served managing your expectations and those of your clients.
Prove your worth as a salesperson first and reap benefits like higher pay and extra vacation time after the fact – not before.
At the very least, by trusting the other side of effort and working hard, you protect yourself from blow back if your results don’t reflect your efforts.
In doing so, you maximize your chances for winning business and set yourself up for future success.
To quote Michael Jordan. “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. Twenty six times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over again in my life. And that is why I succeed”.
Trophy or Atrophy?
Your mindset and attitude will carry you en route to the other side of effort.
While you can’t predict the exact results of the drive, use logic as an indicator that things don’t happen you – you make them happen.
With a can-do mentality, you can weather losses because of a developed sense of being that protects you from buckling at the first sign of danger.
You command the mental fortitude to leverage momentum and use it to spring into offense when backed into a corner.
What if you’re lacking those tools as a salesperson?
Well, Trophy-come-lately hasn’t lost or struggled.
Consequently, they lack the understanding of what it means to pay your dues or why those that excel beyond just showing up are rewarded for their excellence.
Understandably, without the proper foundation – it’s a tough pill to swallow when your first real loss happens as an adult.
And without the capacity to deal, well – atrophy sets in.
Trophies Are for Closers
Get comfortable being uncomfortable and don’t expect a trophy for being unique just like everyone else.
As you harness your resources to sell, tether yourself to colleagues and mentors who are proof-positive that there are trophies to be earned on the other side of effort.
In the real world, you don’t get rewarded for being number 8 out of 15 on the sales board.
Instead, what you gain is humility, experience and coping skills that prevent you from crumbling the next time you get your bell rung.
Losses are built into life.
As debilitating as they initially seem, they do have these little redeeming qualities called Lessons.