Do You Have G.R.I.T. in Sales?


As a sales professional do you have what it takes?  Do you have G.R.I.T.?  As I continue to travel the Globe, I realize we should be asking this question more often.

GUTS:  This means – personal courage and determination; toughness of character.  We have to be brave and courageous to attack each day with the right mindset and ability to be BOLD.  As I worked with another sales team last week filled with Major Account and Named Account reps, I am reminded once again that no matter what level we are at (new or tenured), we have to make this conscious choice every day.  We will continue to battle frustrations from within our own organization and frustrations with reaching the right decision makers and influencers.  We have to be creative and constantly evolve in changing times.  Just because it is uncomfortable, or “you have always done it another way,” doesn’t mean you don’t have it in you to stretch and see the magic outside of your comfort zone.  We ask our prospects and clients to make a change with us every day.  So why are we so unwilling to change and evolve ourselves?  So we have to ask, do we have the GUTS to strive on?  Do we have the determination to Be Bold in our approach?

RESILIENCE:  This means – the capacity to recover quickly from difficulties; toughness.  Sometimes we feel like we have been knocked down day after day.  We may be asking ourselves:  Is this all worth it?  Is it?  I BELIEVE IT IS.  Those of us who are convicted in our purpose and our passion know the answer is YES.  That doesn’t take away the frustration or the fact that sometime we are tired.  However, for those of us who are bringing on the challenge to be “business advancers,” truly believe to our core that we are making a difference.  What doesn’t break us, makes us stronger.

INITIATIVE:  This means – the power or opportunity to act or take charge before others do; be independent.  Have you lost your initiative?  Do you remember when you started off in sales?  You were probably full of energy, excitement and determination.  You most likely took initiative in tackling problems and problem solving for clients and the company you work for.  The challenge is, over time people stop fighting for what needs to be done and start feeling defeated that no matter what they do, they can’t accomplish what they want.  Today may be a great day to “reset” your mindset on the possibilities of what can be!  Start creating workarounds to achieve the outcome you want, even with limitations set on you.  If you are tired of the results you are getting, then start taking initiative again.  Start taking back your control of your destiny.

TENACITY: This means – the quality or fact of being very determined; determination.  You can do anything you set your mind to.  So my question today is – How bad do you want it?  What price will you pay to get it?  Sales takes persistence and determination in building your funnel ALL THE TIME!  Here are the top two challenges I see that creates inconsistent results:  we may start off busting our butt prospecting but allow frustration in the lack of quicker results stop us, or our activity turns into amazing opportunities and deals, but we are so busy we stop prospecting which create peaks and valleys in our overall results.  I want to challenge you today to go after what you want with gusto.  Dream AGAIN!   However, create a system and a discipline that allows you for constant growth and success.

In our programs in MWI we do all of these things.  We have round table discussions on how to regain your Clarity, learn to BE BOLD again, Bounce Back from setbacks, take back control with Taking Initiative, and being Determined to reach your personal and professional goals no matter what!

If you would like more information on any of our Total Transformation programs, contact Melissa Whitaker at or call us at 847.845.4922.