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  • Writer's pictureIan Price

Five signs your team lacks mental toughness

Artistic image of brain - Dierk Schaefer

The traditional response to the need to improve sales performance is to reach for training in skills and techniques: “My sales people need help in solution selling / story-telling / consultative selling.” (Delete as applicable). Until recently, this was all that’s been available and while there is nothing wrong with these techniques, research from psychologists such as Martin Seligman and Angela Lee Duckworth includes firm evidence that success in selling is predicted by mental toughness i.e. focus, resilience and the ability to remain motivated in the face of adversity. Without this, new techniques and skills will not be consistently applied. As G.K. Chesterton said: “It’s not that it’s been tried and found wanting; it’s that it’s been found difficult and not tried. He was referring to Christianity but he could well have had sales training in mind.


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