The sales ecosystem is overrun with several challenges. Sales representatives have to often deal with ample amounts of negativity on a regular basis. Behind every deal that a sales executive closes, there are usually a plethora of unanswered emails, rejected calls, and even hostile or uninterested interactions. Finding the ability and willingness to persevere in the midst of these challenges can be strenuous for even the most experienced professionals.
Having to deal with constant rejection and overwhelming pressure to meet targets can take a heavy toll on sales representatives, making sales one of the most challenging jobs in the industry. In order to succeed in the face of such tremendous adversities, a sales executive has to not only find ways to deal with constant rejection, but also have to discover methods to stay motivated. In this article, we will take a closer look at the rejection that sales representatives often need to deal with and tips and tricks for staying motivated during times of frustrations.
Types of Rejection Faced by Sales Professionals
Rejection can occur at any stage of the sales process, making it all the more difficult to accept. A “no” that is closer to the end of the sales process, when one expects the sale to be finalized, is a lot more painful due to the emotional investment that a sales executive has in this deal. We can typically classify a rejection under the following:
- Active Rejection: An active rejection is fairly straightforward. An example of this can be a potential prospect hanging up a call from a sales executive. These rejections often happen instantaneously and are easy to understand.
- Passive Rejection: In our increasingly digital environment, passive rejections are on the rise. An example of this type of rejection can be a potential client not responding to an email or a message on social media.
There can be several reasons behind an unsuccessful sales pitch. The single greatest reason behind a rejection in our modern sales industry is the difficulty of finding qualified leads. Reaching out to unqualified leads can be a complete waste of time and energy; since these leads are “nos” just waiting to happen, they only add to the overall anxiety that sales representatives need to face relentlessly. It has become increasingly necessary to minimize both active and passive rejections to ease the burdens that plague sales representatives.
Dealing With Rejection and Target Pressure
sales representatives are seen as the individuals behind making the deal happen. These people are assigned the immeasurable responsibility of closing the sale and securing the signature, the only aspect that truly matters at the end of the day for businesses aiming to increase revenue. Being endowed with just tremendous pressure to achieve the required target can be a cause of substantial stress and anxiety for sales representatives.
Dealing with rejection is an integral aspect of the sales industry. Getting rejected by potential clients is part of the job but also a challenge that is hard to overcome. It is the duty of the Sales Manager to ensure that the sales representatives have a strong rejection recovery backbone to rely on during times of doubt and difficulty. This involves creating and establishing a personalized recovery process. Some individuals might find it more difficult to come out of rejection than others; these people need to reflect upon their mental and emotional strengths to devise a strategy that best suits them.
Another crucial method of dealing with rejection is to differentiate the identity from the role. It is important to understand that when a prospect rejects a sales executive, they are only rejecting the role that the person has in selling a product or a service and not the actual identity of the person. Moreover, the prospect may simply not be interested in the product or service at the time. This differentiation helps sales representatives understand that a rejection is not something to be taken personally, it is only a small part of their profession.
The Secrets of Staying Motivated
Rejection is well and truly unavoidable in the sales industry. Hearing “no” after “no” day in and day out can cause motivation levels across the sales department to run low. Overcoming the challenge of constantly staying motivated can be arduous, but there are a number of steps a sales executive can take to come out on top.
- Understanding the Sales Industry: According to a report by Sales Hacker, 80% of sales are made after five follow-up interactions. Furthermore, 20% of prospects tend to wait 12 months after receiving information about a company before making purchases. In the sales industry, a rejection may not be conclusive at all and a sales executive should be motivated to follow-up.
- Find Out the Conversion Rate: It is absolutely essential for a sales executive to know the conversion rate of the product or service they are trying to sell. It may be common for the product or even the company to go through a series of “nos” before finding a “yes”. After finding this out, a sales executive can stay motivated knowing that this is merely a normal occurrence.
The sales ecosystem is filled with obstructions, truly making it the most challenging job in the industry. Dealing with rejections on a daily basis can be incredibly difficult to overcome, but it is crucial to recognize that it is only a part of the trade.
You can closely relate sales to a game of poker; it is impossible to win every hand but that does not mean you should fold so easily. Sales representatives need to realize that dealing with rejection and handling immense pressure takes resilience which has to be steadily built with experience. The trick is to not take business rejections personally but separate the identity from the organizational role. Despite being as challenging as it is, a sales executive can thrive in the sales environment and take a rejection as a mere part of the industry.