Why identity and sales success are linked

What do you do when you don’t achieve your sales goals despite going through a sales training and coaching program? This is a situation no one wants to be in.
Sales performance suffers when your identity is inconsistent with your role as a salesperson. Being inconsistent could be a temporary issue, and if you’re currently experiencing this, you’ll want to fix it urgently. Lack of conscious identity can attract sales inhibitors like low self-esteem and low self-confidence.
In contrast, salespeople who have created a strong identity combined with sales competency often become top sales producers.
So what is identity?
Identity is who you think you are, the way you think about yourself, the way you are seen by the world, and the characteristics that define you. It’s being the kind of salesperson who has the qualities to do what needs to be done to achieve the desired results. This may seem like a simple thing to do, but it is far from it.
The reason is that identity is internal and therefore unconscious, so behaviors, whether effective or not, are unconsciously reflected in the external world. This is why if a salesperson has low self-esteem, and from experience some are good at hiding it, no amount of sales training will solve the problem. For example, business development skills were not applied after the course. When questioned, excuses are used and are not limited to: “I’m too busy with account management… I haven’t had time.”
Your current success or lack thereof reflects your identity, so what have you been telling yourself about yourself and others?
If you’re not getting the results you want, start by being your own best friend. Visualize being the person who already has the new identity, including how you feel in various sales situations. Your emotions are the key to developing and securing your new identity. Find a quiet space at least twice a day and go through the process.
Most likely, your thoughts give you reasons to abandon impending changes: “This feels uncomfortable, so it can’t be okay… While it didn’t work out for me, I’m okay.” Do not listen to the thoughts and feelings that try to get in your way. This is a natural reaction of your subconscious mind. He doesn’t like change. As you replace the old identity, the anxiety collapses as the new identity becomes stronger.
The good news is that once your subconscious mind has accepted the change, there is no going back. It will accept change and help you achieve your goals. However, in the short term it will require repetition, repetition, repetition and patience.
So what identity are you going to create?