Successful sales people share certain attributes, some can be learned and developed, some we come by naturally, and if we have less of those than other, we can spend time and effort developing them, and improving our sales habits and results in the process. Two that are common to many successful sales people are ego and confidence. The question and challenge is proportions and dominance, and as always, intent.
Some sales people tend to confuse ego with confidence, and fall victim to this trait. When I was a young rep I had the fortune to learn the difference between the two, and learned to balance one with the other. My mentor kept telling me that if I have to tell people how great I am, rather than demonstrating it through my actions, ability and knowledge, I was letting my ego lead, and likely costing myself sales and friends. Demonstrating capabilities is confidence, a sign of security, attracting people and their confidence in me, and helping my sales success. Telling it to people signaled insecurity, thus causing them to pause before acting with me, and buying form me. Confidence is something you can build and more importantly share with others, bringing them into you process. An ego driven by insecurity is often sustained by having an air of superiority, expressed or implied, or both. Neither adding to ones sales success.
Let’s be clear there is nothing wrong with sales people having an ego, the question again is intent, and the risk of an unchecked ego. I remember once telling a director that I could not imagine or fathom going to our annual sales meeting and going up on stage to receive an award other than the one for making quota. This drove my activities, and gave her a great tool to motivate me when needed. I remember having a slow start to a fourth quarter, all she had to do was to remind me that I need X dollars to put me into the Platinum Club. No doubt it helped her bonus, but it was the reminder, the nudge I needed to get my act in gear; ego served a good purpose.
If confidence is a sign of ability and security, no doubt that is more than partly supported by knowledge and how to best apply that knowledge. In the case of sales how do we help buyers achieve their objectives, so they buy our product, pay their invoices and help us achieve Platinum or some such club. Some sale people are too lazy to acquire knowledge, after all it does take work, it often takes more than what your company will spoon feed you. Face with the choice of putting in the effort or faking it, many sales people opt for the latter. This is often manifested in some sales people compensating for knowledge with ego, or more accurately their lack of knowledge. As Einstein pointed out, the relationship is invers, Ego = 1/ Knowledge. By extension, the more knowledge the greater the confidence and less leading with ego. Buyers aren’t stupid, they can tell the difference, and their buying decisions reflect that. Leading to bruised egos and missed sales and numbers.
In the end the elements that make for a confident rep are usually the ones that make for a successful rep. When you find the balance tipping to ego, step back and ask what you need to do to re-calibrate, not only will it make you a better person, but a more successful seller.