A farmer can't guarantee each seed sprouts, but can plant, water, and tend them. Salespeople work the same way: focus on the actions you control, not whether any single deal closes. Measure outcomes over time to spot what works.
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Ultimately, the solution here is to focus on behaviors, not outcomes. Focus entirely on behaviors which are in your control and genuinely accept that the outcome is not in your control. You cannot make somebody buy from you. It is not within your power. In the same way that a farmer cannot make a seed grow. They can plant a seed, they can water it, they can make sure they put it in the right spot with the right type of soil, and Probably it will grow, but it still might not, because the farmer doesn't have control over whether or not a seed grows. They only ever have control over their behaviors that make growing more likely. So if a farmer plants a whole field's worth of seeds and then they do the right behaviors on every single seed, they're still not all going to grow, but chances are a lot of them will. So you shouldn't weigh yourself on any single one, any single seed or any single sale. Trust that across the entire field, a lot of them are going to grow. It doesn't matter what happens with this one in particular. We're good either way. And we're going to learn from the field, not from any particular seat. Any single outcome is noise. The entire field is the signal, which means that, yes, as a manager, as an owner, you should still measure the outcomes in the macro. The point of this video is not to say stop pulling reports on your close rate. That's not what I'm suggesting. But the outcomes shouldn't be what the salesperson is focused on. You, the manager or the owner, are going to use outcomes to learn what the right behaviors are across seasons, across the entire field, and then detach from them one seed at a time.
