Home > Uncategorized > Don’t Take Rejection Personally But Don’t Stop Feeling It, Either.

Don’t Take Rejection Personally But Don’t Stop Feeling It, Either.

It has often been said in order for a salesperson to be successful he or she must develop a thick skin.  Rejection is a daily occurrence in sales and it can’t be taken personally.  It is very easy to be bogged down by the sense of rejection and fall into a funk and despair that you will ever break free from it.  Even your best customers will occasionally turn to another vendor from time to time and you have to let it go.  You need to know why it happened, of course, but you need to let it go.  There is, however, an even more damaging and dangerous development…growing immune to the rejection.

I have seen salespeople become so good at brushing off the rejection and disappointment that they no longer feel it…unfortunately, they also stop learning at that very moment.

It is crucial to always understand why the deal was lost.  It is the only way to prevent it from happening again.  At the very least, examining how a different vendor was chosen will help you set a plan to minimize the possibility repeating your mistakes.

When a sales rep takes a lost deal too personally and doesn’t learn to how handle the emotion, it is up to the manager to help the rep develop a new approach.  There is still a sense of accountability and responsibility that can be tapped into to work on the issue.  Together, it will either be rectified or the sales numbers will diminish enough that the rep will either be fired or quit.

When a rep no longer feels the loss of a deal it creates a dangerous environment in the workplace.  A laissez a faire attitude is soon to develop and that will permeate throughout the sales team.  Others will feel it and in short order some may adopt the same approach.  Waiting for the sales numbers to drop enough to justify letting the employee go may take months and that is much too long to let a potential issue fester in the workplace.

Does it seem extreme?  I wish it were but I have seen it multiple times working for multiple companies.  A healthy sales environment has to be carefully nurtured and monitored but it is easily set back by just one bad rep…or the lack of management to deal with a potentially bad rep.  The message being sent is “if the bosses don’t care why should we?”.

When you see an employee becoming desensitized, address it immediately.  Usually, it is a rep that cared too much and hasn’t been taught how to balance the emotional aspect of sales.  With proper management, both the emotionally-heavy and the numb employee types can be avoided.

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