A short YouTube talk by Jason M. Lemkin about how fear undermines sales teams. Lemkin argues that loss of confidence—often because a VP of sales came from an easier prior role—is the root cause; fear causes salespeople to ‘hide’ after repeated rejections and pervades the salesperson’s mindset from start to finish.
And I would say this is the number one issue. When your VP of sales loses confidence, it may not be their fault, it may be your fault. It's often the root cause is often their last job was easier. That's almost always the root cause. That's the biggest cancer is fear on a sales team. Right. Because those nine no's for everyone. Yes. Once you feel it's going to be 10 out of 10, you just hide. Right. It's a mindset of a salesperson all the way from, from start to finish.
