By Audrey Pierson, Audrey Pierson Consulting

In the world of sales, the ability to learn and adapt is crucial. Salespeople are no strangers to the lessons taught by mistakes. The pain of a lost deal, a missed opportunity, or a failed pitch drives us to avoid those pitfalls in the future. Even if we’re not consciously trying to learn from our mistakes, the human response to pain ensures we do, at least on a subconscious level. However, there’s a powerful tool in the sales arsenal that’s often underutilized: learning from our successes.

The Subconscious Learns from Mistakes
When a salesperson encounters failure, the experience often leaves a lasting impression. I can still tell you, in detail, about some of the deals I’ve lost. The human brain is wired to avoid pain, and this innate response becomes a catalyst for growth. Each rejection or setback becomes a learning experience, shaping our strategies and approaches. Over time, even without deliberate reflection, salespeople develop a refined sense of what doesn’t work, leading to improved techniques and better outcomes. Yet, while learning from mistakes is essential, it’s only part of the equation.

The Importance of Analyzing Success
Equally critical, yet frequently overlooked, is the practice of analyzing successes. Wins in sales are often celebrated and then quickly forgotten as the focus shifts to the next target. Salespeople are wired to keep moving forward and not slowed down by failure. However, pausing to dissect and understand what led to a successful outcome can be even more beneficial than reflecting on failures. 

When salespeople take the time to examine their wins with the same intensity as their losses, they unlock a treasure trove of insights that can propel their performance to new heights.

Types of Wins in Sales
Success in sales is multi-faceted. A win doesn’t necessarily equate to closing a deal; it can manifest in various forms. Identifying and reaching the ideal target market is a significant win. Overcoming the barrier posed by a tough gatekeeper or delivering a presentation that deeply resonates with a client are also victories. Each of these achievements provides valuable data points that, when analyzed, can reveal patterns and strategies worth replicating. Even a seemingly random win happened because seeds were planted along the way. 

The Benefits of Reflective Practice
Reflecting on successes offers several advantages. First, it reinforces positive behavior. By understanding what actions led to a win, salespeople are more likely to repeat those behaviors in the future. This positive reinforcement builds confidence and creates a cycle of success. 

Secondly, analyzing wins helps in fine-tuning strategies. It allows salespeople to identify the specific elements that contributed to their success, be it the timing of a call, the phrasing of a pitch, or the selection of a target market.

Analyze Success

• After a successful outcome, take time to conduct a thorough debrief. Analyze the steps that led to the win and identify the key factors that contributed to the success. 
• Discuss wins with the team. Sharing successful experiences can provide inspiration and insights for others, fostering a culture of continuous learning. 
• Set aside time to review both successes and failures, ensuring a balanced approach to learning.

The Multiplier Effect
Imagine the impact on sales performance if successes were analyzed with the same attention as failures. The potential for growth is immense. By understanding and replicating what works, salespeople can create a multiplier effect, increasing their efficiency and effectiveness. The insights gained from successful experiences can be applied across various scenarios, leading to more consistent and predictable results.

The ability to learn from every experience, whether a mistake or a success, is invaluable. By systematically analyzing and understanding our wins, we can replicate and amplify our successes, ultimately achieving greater heights in our sales careers. Take the time to reflect on your victories – the results may surprise you.

ABOUT THE AUTHOR:

Audrey is a 35-year veteran of the electronic security industry who advises, trains, and coaches security sales teams and alarm dealers to achieve success. Her Security Sales Academy delivers online training and live coaching to participants to expand their skills, gain self-confidence, and increase sales. Audrey can be reached at www.audreypierson.com, 831-277-7447, or [email protected]

Source: snnonline.com