Understanding The Dynamic

Did you ever notice that top-performing salespeople tend to have a certain personality in common? It almost feels like they talk the same talk, walk the same walk, and see things differently than their clients do. Unlike what others might say, it doesn’t always feel predatory or shark-like. Rather, it’s always very excited energy.

If you’ve noticed it, it’s not just you. A direct correlation exists between a salesperson’s attitude and energy and their earning potential. The level of enthusiasm and positive approach brought to the sales role often mirrors the size of the paycheck received.

Key Components

Before we get into the tie between a high sales paycheck and their personal traits, let’s define two major words you’re going to see a lot in this article…Attitude and Energy. You might have heard people talk about others’ energy and attitudes at work. In fact, it may have even come up in your own review.

Contrary to popular belief, attitude and energy are not the same thing. People often say that you need to “change your energy” to see results, but in many cases, it’s a sign that you need to change the way you see your world. Meanwhile, a lot of people written up for a “bad attitude” just don’t have much enthusiasm for their jobs.

Attitude

This is the overall set of beliefs you bring with you to your work. A good attitude means you have an outlook that is both positive and realistic. You want to help others out. You want to match them with the best products. 

• A positive mindset is essential for overcoming rejections and maintaining motivation.
• Belief in the product or service strengthens conviction during pitches.
• Resilience in the face of challenges is vital for long-term success.

Energy

Maybe it sounds a little “woo woo,” but energy is more than just enthusiasm. It’s the amount of effort and the way you show your enthusiasm during a sale. People pick up on energy more than they tend to pick up on attitude.

• High energy translates to passionate communication and engagement.
• Proactive efforts to connect with prospects and follow-ups demonstrate commitment.
• Consistent enthusiasm builds trust and rapport with clients.

The Paycheck Reflection

Now, let’s get a little more scientific with the way that we take a look at things, shall we? The effort invested in cultivating a positive attitude and high energy levels always impacts sales performance. 

People who are engaged, happy, and understood are people who buy more. Great salespeople tend to help connect people with the right products and also know when to overcome common obstacles. More often than not, those obstacles are overcome with the right energy or persistence.

So what does this mean in terms of a paycheck? It’s simple. Companies pay their “rainmakers” more. For the seller, increased sales result in higher commissions and bonuses, illustrating the connection between these elements and compensation.

Correlation Table

Enhancing Sales Performance

As you can see from my chart, certain personality traits definitely lead to better sales. But you just have to “have that trait,” right? Not quite! It’s possible to cultivate certain personality traits as long as you put in the right amount of effort into doing so. These tips below can help way more than you’d expect.

Surround yourself with positive people.

Positive people tend to get good sales because they offer relaxed (but happy) energy that people enjoy interacting with. In other words, they don’t treat people like a potential sale. That type of behavior comes from an attitude of scarcity. 

This may be hard for you to do at first, especially if you’re in a tight bind financially. Surrounding yourself with others who are happy to be there, happy to help others out, and optimistic about the future will help quash that negativity, 

Keep learning. 

Great salespeople keep learning and take note of when something isn’t working. Rather than focus on the failures, they view it as another opportunity to get better. If you’re stuck, make a point of asking for training from someone who you respect or trust.

In a lot of cases, the right training can help with both your energy and your attitude. After all, salespeople who have confidence in their work tend to have more upbeat, passionate, and assertive energy. That’s the type of energy that gets people buying!

Come up with reasons to be grateful.

Gratitude?! In your sales routine?! Believe it or not, there’s actually a lot of sense to this. We tend to bring a lot of our life biases into work with us, even when we don’t want to do it. We’ve all heard stories about people who were always glum, even when great things happened at work. That’s often because of past trauma or a bad backstory.

Sometimes, you need to fix your hangups by taking matters into your own hands. A gratitude journal is a good way to encourage yourself to see all the little things that make your life good. With gratitude comes a positive change in attitude as well as better expectations for yourself.

Learn to ramp yourself up and celebrate!

Did you ever see athletes before a big game? A lot of them have their own little rituals they do before they hit the game’s actual playing field. While some of this is superstition, other parts of it involves getting themselves pumped up for the big game.

If you tend to be a “still waters run deep” type of person, it might make sense to learn how to loosen yourself up, work up your energy, and get pumped for the day. (Or, you know, just grab an extra cup of coffee.)

On a similar note, it’s good to celebrate the small wins. They make a difference, too!

Conclusion

A positive attitude and high energy are not just desirable traits in sales; they are fundamental drivers of success and financial reward. Sales, at the end of the day, is a “people” job. If you have the type of energy and attitude people like, you’ll see it reflected in your paycheck. It’s just that simple!