I’m an optimist by nature. I can’t help myself. And I know that optimism is a characteristic of sales leaders. In sales, you need to maintain an optimistic disposition. You need to be able to focus on the positives and find ways to negate the downsides.
So, optimism is important.
Pessimism can kill motivation and impact heavily on the quality of your thinking. It can bring others down too. Pessimism can also shine a light. It can illuminate the shallowness of your optimism. Pessimism can bring you back down to earth.
So, pessimism is important.
Enter the Opti-Pessimist
I believe the ultimate sales leader is an Opti-Pessimist. And here is why.
- The Opti-Pessimist looks at the sales pipeline and says ” the numbers look strong, but are they based on reality?”
- The Opti-Pessimist looks at the stretch goal and asks “have I thought through all of the barriers to achieving the stretch goal. What could prevent us from achieving that goal” What have I not thought of”?
- The Opti-Pessimist listens intently to the feedback from the team and asks “how do I know what they say is true”?
- The Opt-Pessimist analyses a sales opportunity and asks “what makes me so confident this deal will close this month. What justifies my probability”?
- The Opti-Pessimist celebrates the team successes, but continually asks “are we in danger of becoming complacent”?
- The Opt–Pessimist says “I’m going to have a great day, but I need to ensure I avoid distraction and that I am focusing on my priorities”?
- The Opti-Pessimist says “that day went well but did I focus on my priorities”?
The Opti-Pessimist has a big vision that is shared and reinforced daily. But, she ensures that everyone focuses on what is the reality. Reality is now. What is the evidence telling me now? What are the numbers telling me now? What course corrections do I need to make now?
If you are not a natural Opti-Pessimist, ensure you surround yourself with people who can offer the alternative viewpoint. Someone who tends to see the downsides can help you develop a better plan for the upsides.
Me? I have learned many valuable lessons about the dangers of my relentless optimism. Too often it has blindsided me and resulted in poorly thought through decisions. Now, I deliberately seek those who will ground me. It doesn’t leave me less optimistic. It leaves me better prepared. And that is a source of optimism.
Regards Ronan
Call me on +353(86) 7732201
Ronan Kilroy | Insthinktive Sales Leadership Ltd. | Blanchardstown, | Dublin 15, | Office 01 8220523
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