Sales Hustle is now Sales Transformation
May 12, 2022

#306 S2 Episode 175 - THE ATHLETIC MINDSET: Collin Mitchell On The Mindset Of A Professional Sales Athlete

THINK, WORK, AND WIN LIKE AN ATHLETE.

Collin Mitchell emphasizes the importance of having the right attitude, a positive mindset, and consistent practice to be a successful seller. Collin breakdown why these things are important for a seller, and overcoming failures and mistakes is key to achieving better results.

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HIGHLIGHTS

The mindset of an athlete
The amount of an athlete's preparation
Be prepared holistically
Positive mindset and tons of practice
Learn from failure and defeats

QUOTES

Collin: “Sellers need to think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous. But I don't.”

Collin: “Athletes don't just show up on game-day and hope for the best. There are many things that they do to prepare to have a proper mindset, they practice on a regular basis. And these are the same things that sellers need to be doing.”

Collin: “Being a positive person, and having a positive mindset is more of a lifestyle. And there are some essential things that have worked for me. And in being able to be positive most of the time have a good mindset.”

Collin: “There needs to be a culture where practicing failing, making mistakes, learning getting feedback, and asking questions, are all part of the norm to get better at the art of selling.”

Learn a lot more about practicing your selling skills by checking out The Practice Lab!

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


THINK, WORK, AND WIN LIKE AN ATHLETE.

Collin Mitchell emphasizes the importance of having the right attitude, a positive mindset, and consistent practice to be a successful seller. Collin breakdown why these things are important for a seller, and overcoming failures and mistakes is key to achieving better results.

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • The mindset of an athlete
  • The amount of an athlete's preparation
  • Be prepared holistically
  • Positive mindset and tons of practice
  • Learn from failure and defeats

QUOTES

Collin: “Sellers need to have the mindset of a professional athlete and the other things that they need to do in order to start hitting their quota.”

Collin: “Over 60% of sellers are not hitting their quota on a regular basis. And as crazy that is more than two-thirds of sellers in the b2b space are not hitting their quota.”

Collin: “Sellers need to think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous. But I don't.”

Collin: “Athletes don't just show up on game-day and hope for the best. There are many things that they do to prepare to have a proper mindset, they practice on a regular basis. And these are the same things that sellers need to be doing.”

Collin: “Being a positive person, and having a positive mindset is more of a lifestyle. And there are some essential things that have worked for me. And in being able to be positive most of the time have a good mindset.”

Collin: “There needs to be a culture where practicing failing, making mistakes, learning getting feedback, and asking questions, are all part of the norm to get better at the art of selling.”

 

Learn a lot more about practicing your selling skills by checking out The Practice Lab!

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Today is a solo episode where I'm going to talk a little bit about why sellers need to have the mindset of a professional athlete and the other things that they need to do in order to start hitting their quota and why this is such an important thing is. Over 60% of sellers are not hitting their quota on a regular basis.

[00:01:23] And that's crazy. That is more than two thirds of sellers in the B2B space are not hitting their quota. I don't remember the exact number, but I've heard this consistently from multiple sources. Um, and I read her article before. I think it was like 67%. It was even on the high end. Um, and sellers need to.

[00:01:44] Think of themselves as sales athletes. And this is an unpopular opinion. I've gotten some crap for this before through a LinkedIn post. And some people think it's quite ridiculous, but I don't. And I'm going to tell you why. There's this fact, and this is why I believe this, uh, in this so much athletes, don't just show up on game day and hope for the best.

[00:02:09] There are many things that they do to prepare, to have proper mindset. They practice on a regular basis. And these are the same things that sellers need to be doing so they can actually start hitting their quota consistently. So let me break it down here. Number one, you need to be prepared. You need to make sure that you are ready for game day, AKA the Workday, whatever it is in yourself.

[00:02:32] You know, make sure that you take care of yourself mentally, physically, socially, emotionally on a regular basis, so that you can show up as the best version of yourself in your role, make sure that you have your master of your calendar, make sure that you have buffers in between transitioning from different types of tasks.

[00:02:48] Maybe it's from prospecting to building proposals or in between meetings. Make sure you have proper time to prepare or decompress from that previous activity. These are all things that will help you prepare for your day, prepare for each task or transitioning into different things. And these are really essential to performing at a high level.

[00:03:07] Now, one of my personal favorite things to talk. Is your mindset. And there's so many things that you can do to have a positive mindset. Now, if you tell yourself that cold calls suck, then yeah. Cold calls are going to suck and, or you might even just skip cold calls completely, which happens often. Or if you say prospecting sucks, same thing.

[00:03:26] So you want to have a positive attitude, positive mindset. When you go into each of your tasks as a seller, The thing is his mindset is not, you know, a lot of people talk about their morning routine or the things that they do to prepare for their day. Uh, but being a positive person and having a positive mindset is more of a lifestyle.

[00:03:45] And there's some essential things that have worked for me and, and be able to. The positive most of the time have a good mindset. You know, I'm not perfect. I have off days, I have moments where I get super stressed out with my kids or whatever the case might be. Um, but there's some things that you want to do it.

[00:04:02] You want to get proper sleep. You want to eat healthy. You want to exercise regularly. Um, you want to, for me, meditation is huge. I meditate in the morning and throughout the day, these are all things that helped me have a proper mindset in my selling role. Um, and then last but not least. Practice now there's 30 plus percentage of people that are not, uh, that are hitting their quota.

[00:04:28] That's it remember? 67% roughly. I don't remember the exact number are not hitting quota. So if you want to be part of that 30 ish percent that are hitting quota consistently, you need to be practicing. I believe that practicing is the solution. If more sales organizations, more sales teams make practice a priority.

[00:04:51] More people are going to start hitting quota. Now, another thing that I've heard from many people is a lot of sales organizations aren't even reviewing the game tape. They're not even listening to the gong calls or the wing man calls or the zoom recordings or the call recordings. They're not even reviewing that stuff.

[00:05:09] Now professional sports teams. If they win a game or they lose a game, they're reviewing that game team tape to see what did we do? Well, what could we have done better? What do we need to practice? These are all things that are essential. And a lot of sales organization are really just practicing at the expense of their prospects.

[00:05:26] They only practice reps that they get in. Are those actual live conversations, calls, discovery, calls, or demos. There needs to be culture where practicing. Failing making mistakes, learning, getting feedback, asking questions. Is all part of the norm to get better at the art of selling. And that's why I'm super pumped about what Jordanna Zeldin and John Mehan are doing.

[00:05:52] They've launched practice lab. If you haven't checked out practice lab, I'm going to drop the link here in the show notes. I'm also going to drop a link to. A blog article that breaks all this down as well. Um, but you definitely want to check out practice lab. What they're doing is super interesting. They just opened up registration and I highly suggest that you get on that list.

[00:06:11] Make sure you can get be part of the first cohort. It will fill up fast. So I highly recommend that you do that now. And if you enjoyed today's episode, Please write us a review, share the show with your friends. It really does help us out. And we're always listening for your feedback. You can go to sales, transformation.fm and drop us a voice DM, and we will get back to you.

[00:06:33] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales. Dot community and crush your numbers on your local. Yeah. It's free sales cast.community.

[00:06:50] Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.