Gratitude. It seems like such an obvious, basic concept. It’s one of the first lessons we learn in life: say thank you. But in the challenging, often discouraging world of sales—or really, any demanding career—practicing genuine gratitude is a powerful secret weapon.
Rejection and setbacks are a daily reality. The sting of disappointment can easily chip away at your confidence. That’s why focusing on G is for Gratitude is essential when the pressure is on.
The Power of Saying Thank You
It might sound counterintuitive, but learning to say thank you, even in tough situations, can change everything:
Thank the Client (Even When They Say No): When a deal falls through, frustration is natural. But the best response is, “Thank you for the opportunity.” This simple act shows professionalism, preserves the relationship, and keeps the door open for future possibilities.
Thank the Gatekeepers: Those receptionists or assistants who stand between you and a decision-maker? Treat them with deep respect. Thank them for their time. They hold crucial influence and can quickly transform from obstacles into valuable allies.
Thank the Critics: This is the hardest part. Be grateful for the people who point out your flaws. They are handing you, for free, the exact feedback you need to grow. This lesson hit me hardest during a very challenging time in my career.
The PIP, the Panel, and the Cold Feedback
You might recall from a previous post (F is for Faith) that I went through a Performance Improvement Plan (PIP). That whole period was designed to be high-pressure. I had to stand daily in the boardroom and present my results to a panel of line managers. It felt less like a presentation and more like a humiliating, high-stakes interview. I often left those sessions feeling completely broken.
The panel was mostly men, with one female manager. My direct supervisor looked genuinely uncomfortable during the grilling—he knew how much hard work I was putting in.
After one particularly rough day, the female manager gave me her feedback in very cold, direct tones. She told me I wasn't cut out for the job and needed to find a new career. She criticized my conservative clothing (which differed from the louder, more aggressive style of my colleagues) and said I was too timid.
I was crushed. Was I hurt because she said it in front of the whole team, or because I truly felt I was giving it my best shot? Either way, the message stung deeply.
Two Years Later: The Turnaround
Fast forward two years. My sales had stabilized, and my career had taken off. Who approached me? The very same manager who told me I should quit.
She wanted to know what I was doing differently. She even asked if I could mentor some of her team members.
Though I hesitated at first, I agreed. Why? Because I realized I was grateful for her cold, harsh feedback. At the time, it felt like an attack, but it was the catalyst I needed. It forced me to confront and work on the professional elements she highlighted. Her criticism became my powerful map for growth.
The Unwavering Advocate
I also learned to appreciate support in a new way. I'm forever grateful to my immediate supervisor. After that humiliating meeting, he pulled me aside and told me to ignore the noise and keep doing the right things because the results would eventually follow. He offered unwavering support and belief when I felt most vulnerable.
The greatest takeaway from that period is this: Be grateful for the good and the bad alike.
The good provides the encouragement to persevere. The bad (the criticism, the rejection, the setbacks) provides the necessary challenge and the exact data you need to become better. They both serve a purpose in shaping your success.
What's a tough piece of feedback or a major rejection that you now look back on and realize helped you grow? Share your experience in the comments!
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