Are You Only As Good As Your Last Deal? Bullsh*t!

In the realm of sales leadership, you've likely encountered the age-old adage: "You're only as good as your last deal." But pause for a moment, and let's explore a more intriguing perspective: "You're only as good as your next deal."

This isn't just a shift in perspective; it's a potential game-changer, for both you and your sales team.

The traditional belief that ties your value to your most recent deal tends to emphasize outcomes exclusively. It often overlooks the invaluable insights that can be gleaned by assessing the quality of the sales process that led to that result—whether it was a big win, a minor setback, or something in between.

Now, consider this: You are more than the mere sum of your past deals. You have a wealth of skills, strategies, and unique experiences. No two deals are the same, and your journey reflects that diversity. However, the "last deal" mindset can confine your confidence to a shadow of past achievements, stifling the opportunity to cultivate lasting confidence through consistently effective sales practices.

Picture this shift as a pragmatic pathway forward. Instead of dwelling on yesterday's triumphs or setbacks, encourage an insatiable curiosity for excellence in your future sales motions. This means setting new benchmarks for personal performance, unlocking the untapped potential within your team, and building a legacy of success.

Authenticity holds a pivotal role in this transformation. Encouraging your team to center on the next deal empowers them to bring their true selves into the sales process. Authenticity is the foundation of trust, a cornerstone of successful sales plays.

While embracing this shift might feel like stepping into the unknown, it's a journey well worth embarking upon. It's about transcending your past and adapting to ever-evolving circumstances. Adaptability becomes your north star. It beckons your team to remain flexible, tailoring their strategies to address the distinct challenges of each new opportunity.

Recognize that sales teams have diverse motivations and strengths. And this is precisely where empathy comes in. As a leader, understanding and empathizing with the unique needs of your team members sets the foundation for a culture that encourages collaboration and innovation.

As a sales leader, you are not merely steering the ship but shaping a culture, an ecosystem of growth and exploration. Encourage your team to see beyond isolated transactions and embrace the ongoing journey of performance. Each deal, whether a resounding success or a valuable lesson, contributes to their professional growth.

Sales leadership is not just about achieving the desired outcome; it's about the practicality of your playbook, the art and science of the process, and the relentless pursuit of excellence. So, my question to you and your team is this: Is your real value measured by your unwavering commitment to making the next deal extraordinary, or are you only as good as your last deal? By blending these perspectives, guided by authenticity, adaptability, and empathy, you can chart a course for a truly transformative journey in the realm of sales leadership.