Welcome back to the series! If you’ve been following our journey through the alphabet, you know we’re building a roadmap for sales mastery that goes deeper than just "closing the deal."
Back when we hit K for Kindness, I shared a story that changed my perspective forever: a colleague helped me cross the finish line on a massive sale and—despite the "dog-eat-dog" reputation of our industry—didn't take the win away from me. That wasn't just a nice gesture; it was a display of Values in action.
As a new sales executive, you’re going to be hit with a lot of "how-to" advice. But today, I want to talk about the "why" that keeps your compass pointed true.
Standing Your Ground: The Power of Non-Negotiables
For a long time, I thought being a "top producer" meant being available 24/7 and molding myself into whatever the corporate culture demanded. I was wrong.
One of the most liberating lessons I’ve learned is that it is okay for your personal world to show up at work. Whether it’s your religion, your family time, or your mental health boundaries, owning your non-negotiables is a game-changer.
For example, if you are a Sabbath keeper and are simply not available on Saturdays, tell people. Don't apologize for it. By being transparent about your boundaries:
You eliminate internal friction: No more "white lies" or Sunday-evening dread.
You boost job satisfaction: You’re working on your terms, which makes the wins feel even better.
You build authentic respect: People trust a salesperson who has the backbone to stand by their personal convictions.
Sales is Human: Beyond the Transaction
We often hear that sales is a numbers game. I prefer to think of it as a values game. When you lead with integrity, empathy, and accountability, you aren't just a vendor; you become a Trusted Advisor.
Here is why your values are actually your biggest competitive edge:
The Trust Dividend: Customers can smell a "transactional" pitch a mile away. When they see you actually care about a genuine solution, they reward you with lifelong loyalty.
The Resilience Factor: When a deal falls through (and they will!), your values keep you grounded. You didn't "lose" your integrity, so you haven't lost your way.
Attracting the Right Tribe: When you live your values out loud, you naturally attract mentors and teammates who operate on that same high frequency.
Don't Play Small
Unlocking your potential isn't just about driving revenue—it’s about a total shift in perspective. You aren't doing anyone a favor by "playing small" or hiding who you are to fit in. By leading with your internal compass, you transform from someone who just "has a job" into a high-performer who makes a real impact.
Do you have a "non-negotiable" that has made you a better salesperson? How do you handle the overlap of your personal life and your professional hustle? Drop a comment below—I’d love to hear your story!
0 Comments