Unanswered Calls: Cultivating Resilience in Sales

I don’t pick up the phone if I don’t recognize who is calling. And from a small number of friends I surveyed … they don’t either. This makes the job of an inside sales team relying on outbound dials to meet their numbers challenging … to say the least.

We are hearing this challenge from a variety of industries. The result? Increased turnover, especially in sales teams with a large number of younger people. And therefore less productivity and profits as hiring and training take time, energy and money.  

Salespeople whose paychecks depend on commissions are often ambitious in their goal setting, which makes staying motivated amidst unanswered calls challenging. As companies scramble to find new and innovative ways to reach their prospective customers, it is important for managers and leads to uplift, support and encourage these ambitious sales reps. 

Here are some tools to help:

1. Win on Every Call, Dial or Day. This is a growth mindset and even if you string 50 calls unanswered, find the lesson. Be curious. What did you learn? Does the time of day or day of the week matter? Who were you calling? Is there a different way to reach them? This will keep you focused on the opportunity – every day you are getting better and trying new things versus every day you get 50 calls unanswered.
2. Own it. It’s tempting to blame the lead quality when you’re not closing deals. That will keep you disempowered. Instead own your side of the street and try new strategies and tools. Ownership opens up creativity and possibility. Blame keeps you a victim and spirals you towards victimhood.
3. No means Next. If you are stuck in the belief that “no” means “no,” then you will take each “no” as a personal rejection and that will do quite a number on your self esteem which will then be reflected in your sales numbers. Reframe the belief that “no” means “next.” It’s weeding out the leads that will never buy and getting you closer to the ones that really matter.
4. Focus On Your Why. Be passionate about what you are selling. Why are you there? What impact do you want to make? Your mission has to be greater than the obstacles. When you are committed to the results your product or service will get, you will be more likely to find a way to get them into the hands of the right people.

Sales involves market and pricing but the best strategy won’t be effective unless your team had the confidence and mindset tools to implement them effectively.