The mindsets that boost sales rep productivity

Investments that help teams reach quota and drive more revenue in a new world of sales

The outdated image of a salesperson as a phone-pounding hawker who wants to sell their product or service to you, by hook or by crook, is a relic of the past.

Even before 2020, sales technology and practices were already on the brink of change1, and the Covid-19 pandemic accelerated that change without warning. Digitization of interactions and internal operations zoomed forward by 3-4 years2, while the amount of digitally enabled products has accelerated by 7 years3. As a result, the way sales teams perform their jobs has been significantly transformed.

The modern salesperson is an emotionally intelligent consultant who must partner with prospects to understand and solve their most pressing challenges. They base the sales process on providing value to that unique customer.

But the world of sales is in turmoil4, and every individual sales rep needs to develop essential skills and positive mindsets to cope. Specifically, sales managers need to invest in their teams and help them grow in key areas of mental fitness — emotional regulation, resilience, cognitive agility, and strategic planning. Building these muscles prepares sales reps to flourish and be future-ready because so much has changed for them so quickly.

But first, let’s dig deeper into the problems your reps are facing so we can better understand why these new skills became so vital and how you can invest in them.