Your answer to the classic 'sell me this pen' exercise shows whether you're trapped in a fixed mindset or excelling in a growth mindset.
Everyone knows that you perform better after a year in sales than a day in sales. But, what about after five years? Do your skills keep leveling up, or do you slip into repetitive routines?
Adopting the growth mindset in sales is the way to make sure every contact your team has is memorable, the orders start pouring in, and the customers keep coming back for more. If you want your team to exceed your highest targets in 2022, it's time to learn about the growth mindset now!
Read on for true insight on how to crush your targets with a growth mindset.
Fixed Mindset vs. Growth Mindset
Having a fixed mindset or growth mindset refers to how you approach daily life, work, and decision-making.
The theory of having a fixed mindset means that each aspect of your thinking is fixed, or static. For example, if the same situation were to happen to you a year apart, you would perceive it and react to it the same way each time.
People with a fixed mindset believe that an individual's personality and traits do not change over time.
However, the growth mindset believes in self-evolvement. The growth mindset was coined in the groundbreaking research by Dr. Carol Dweck of Stanford University.
The growth mindset theory is that personality and intelligence develop over time based on previous experiences and personal development. Someone with a growth mindset finds it easier to learn from previous mistakes and improve their situation.
How a Fixed Mindset Affects Sales
Sales is a difficult job, to say the least; the constant pressure to outperform and wow clients means it's certainly not for everyone.
However, those in a fixed mindset are unlikely to succeed long-term, no matter how strong their initial interview was. To exceed expectations in a sales role, you need to be adaptable, persistent, courageous, and resilient.
The characteristics of a fixed mindset mean that you're prone to approaching similar situations in an identical way each time. It's as if you find a way that works for you and repeat it, with little thought about how you can grow and shape your method to get better results.
Imagine repeating the exact same sales pitch every day for five years — it would become outdated, dry, dull, and ineffective. This is where having a fixed mindset will hold you back.
Furthermore, rejection is an inevitable part of sales. So, your team needs the resilience and courage to bounce back, try new ideas, and persist where there may be a lead. If you've got people in a fixed mindset, they'll simply give up and move on to the next client using the same technique.
This rigidity and fear of trying new things inevitably lead to fewer sales and burnout.
How a Growth Mindset Affects Sales
Now, a growth mindset in a sales role paints an entirely different picture. If you want to see enthusiasm, self-awareness, and adaptability, you need to prioritize building a growth mindset in your sales team.
The best salespeople will reflect on every contact they have — what went well? And what could have gone better?
If it's company policy to log these reports, you'll easily be able to spot fixed vs. growth mindsets. Someone with a growth mindset will be able to report with insight into where they believe they can improve and how they plan to adjust their pitch.
Your growth mindset employees are receptive to criticism and consider it a learning opportunity. They don't shy away from rejection and are happy to ask the reasons why the pitch didn't land.
Beyond the sales pitch, your growth-minded employees will have more desire for self-improvement, more self-awareness, and be the cheerleaders of the team.
Inevitably, each of these traits leads to more sales.
How to Encourage Growth Mindsets at Work
Now you might think it's a shame that you didn't luck out and get a team full of people with a growth mindset — but before you hire a new team, consider that that would be a fixed mindset way of thinking!
Your employees in a fixed mindset can become growth-minded workers if you put in some effort. The good news? It starts with the boss and is maintained by your employees.
To develop a happy, productive, growth-minded team, you need to help them excel. Don't skimp on praise and recognition where it's due, but also challenge them to evaluate their work.
Encouraging self-awareness in all aspects of the job will also help your employees to build growth skillsets around their sales pitches. You should enroll them in additional programs to develop their leadership and entrepreneurial skills; you'll soon notice their confidence blossom and their sales increase.
Finally, don't forget to lead by example. Show that you can self-reflect, grow, and don't be afraid to encourage feedback between colleagues at all hierarchical levels of the company.
The Key to Success: A Growth Mindset in Sales
That's the basics of growth mindsets and why your team needs to operate in the growth mindset in sales roles.
If you want your team to exceed expectations from this day forward, it's time to start educating and motivating them. Nurturing a growth mindset will lead to a more productive team, happier employees, and more sales!