Surviving Mount Everest - For Salespeople

Achieving success in sales can often feel like climbing a mountain as formidable as Mount Everest. Both pursuits demand exceptional human qualities: resilience, adaptability, self-awareness, a clear sense of purpose, meticulous planning, and the support of a strong team. Drawing on insights from Ambrose Blowfield and renowned mountaineers, this article explores how these traits, honed on the slopes of Mt Everest, are equally vital in navigating the peaks and valleys of a career in a business that sells B2B. 

1. Resilience and Persistence: The Mount Everest Mindset 

Sales and business success requires the ability to bounce back from setbacks, just as climbers endure the harsh conditions of Mount Everest, where the weather is changeable and the conditions alter from hour to hour. Developing mental toughness is critical for sales professionals to navigate the inevitable challenges that arise.

• Resilience involves rebounding from disappointments, whether it’s a lost deal or a challenging quarter. You won’t always win each step forward, get used to it. 
• Persistence is maintaining consistent effort and determination to achieve your sales goals, even in the face of adversity. Thomas Edison said that success comes from 99% perspiration. His quote could have applied to sales, especially in tough times. 

What can you do?:

• Apply Allison Levine’s Lesson (History-making polar explorer and mountaineer): Be willing to step back to move forward. If a deal falls through, re-evaluate the approach and consider re-engaging the prospect with a fresh perspective. 
• Celebrate Small Wins: Recognise and reward smaller milestones to sustain your motivation and keep you focused on the ultimate goal.

2. Adaptability: Navigating Uncertain Terrain

In a rapidly changing market, agility is essential. Just as climbers must adapt to unpredictable conditions on Mount Everest (such as through the Khumbu Icefall before camp one), sales professionals need to be ready to pivot in response to evolving client needs and market dynamics. You need: 

• Adaptability: Stay open to change and be willing to modify your approach as circumstances shift. Learn from your colleagues and competitors alike. 
• Continuous Learning: Regularly update your skills and knowledge to remain competitive. There is no way that your sales skills from 5-10 years ago are good enough for today’s more judgemental clients. 

What can you do?

• Experiment with New Techniques: Try different sales strategies and pitches, learning from what has worked for others. Stick your neck out and try something new. 
• Stay Current with Market Trends: Consume industry news, participate in webinars, and engage with professional networks to stay informed. Share that knowledge freely with your contacts, to ensure they see you as a thought leader. 
• Embrace New Technology:
  Use CRM tools with AI capabilities to track customer interactions, allowing you to adjust your strategy in real time based on data-driven insights. See data as a weapons, not the bane of your salesperson’s life! 

3. The Power of Self-Awareness

Self-awareness is essential for achieving in life and for Sales Mastery. Aristotle once said “To know thyself is the beginning of all wisdom”. Knowing your strengths, weaknesses, and emotional triggers helps you navigate sales situations with effectiveness.

• Self-Awareness: Seeking feedback from others to help identify areas for growth is key. Being open to tough feedback is required. Don’t let your pride hold you back from learning. 
• Self-Awareness: Developing your skills to self-assess is important. You spend more hours at work NOT being watched by others so being honest with yourself is a great skill to hone. 

What can you do?:

• Seek Feedback: Regularly solicit feedback from peers, mentors, and clients to gain a clearer understanding of your performance and areas for improvement. Most people only seek feedback from one person. The more the merrier. 
• Find external experts/mentors: colleagues you work with likely have a similar business world view as you. Hence you’ll miss out on a wider business world view if you don’t see advice and feedback from those in different geographies, industries, even generations. 

Quote to Reflect On:
“It is not the mountain we conquer, but ourselves.” — Sir Edmund Hillary

4. Purpose-Driven Sales: Finding Your "Why"

Purpose is a powerful motivator in sales and in life. In fact, having a clearer purpose in life is said to not only increase your personal happiness but it can even lead to a longer life, according to some research. It is important to find a deeper meaning in your role beyond just hitting targets. A clear purpose can help build lasting relationships and drive long-term success.

• Align Actions with Purpose: Ensure your sales activities align with your core values and mission. This applies to other roles as well, such as marketing, admin and operations. 
• Focus on Helping Others: Shift from a “selling” mindset to a “solving” mindset, prioritising your clients’ success. For clients to stay loyal, they need to see you adding more value than a product listing on a website. 

What can you do?:

• Define Your Personal Mission: Write down why you are in sales and the impact you want to create for the team and business around you. Also consider how your role can help your friends, family or community. Use this as a source of daily motivation. 
• Set Goals for Others’ Benefit: Create sales targets that also serve your clients, such as helping them achieve specific business outcomes. Sales IS service, after all. The best salespeople see it this way. 

Engage with your clients on platforms like LinkedIn, sharing stories that demonstrate your commitment to their success and your purpose-driven approach. The more people see you as a thought leader the tougher it is for them to negotiate on price! 

5. Planning and Perseverance: Prepare for the Climb

Proper planning and preparation are essential for success, whether climbing Mt. Everest or closing a sale/project. Without a clear plan, it’s easy to lose focus and motivation. On Mount Everest that can be deadly for the whole team. 

• Strategic Planning: Develop a detailed roadmap for your sales activities, breaking down goals into manageable steps. Push yourself to set stretch goals, without making them unrealistic. 
• Perseverance: Commit to your goals, learn from each experience, and be willing to adjust your strategy as needed. Try to find experienced people who have demonstrated perseverance. Be inspired by them. 

What can you do?:

• Utilise Digital Planning Tools: Use tools like Monday.com, Asana, Trello, or Microsoft Planner to stay organised and focused. Don’t be afraid to try new software and tools over the coming years. 
• Thoroughly Prepare for Each Opportunity: Spend time understanding your clients and their needs, and tailor your solutions accordingly. It may take time to plan for a sales meeting but it certainly can save you hours of wasted follow up calls if you get it right to begin with. 
• “By failing to prepare, you are preparing to fail.” – Benjamin Franklin

6. Build a Supportive Network

Climbers on Mt.Everest rely on their team for support, and the same is true in sales. Building a robust network of mentors, peers, and clients is vital for guidance, encouragement, and accountability. Instead of making your own mistakes, learn from others. It’s much less embarrassing! 

• Mentorship: Seek guidance from experienced sales professionals and managers. Be smart to choose the right people to learn from- some experienced people have very lazy habits! 
• Peer Learning: Engage with sales communities and networks to share experiences and learn from others. They can be within your industry or outside. 

What can you do?:

• Engage in Networking: Attend industry events, join webinars, and participate in online forums to expand your professional network and business knowledge. .
• Cultivate Client Relationships: Treat clients as partners, fostering trust through genuine, consistent interactions. You can even apply this approach to key suppliers. 

In conclusion, sales success, much like climbing Mount Everest, is a journey marked by continuous learning, resilience, adaptability, self-awareness, and purpose-driven actions. By integrating these lessons into your daily practice, you can better navigate the highs and lows of your sales career with confidence and clarity.

Take Action:
Identify two principles to implement today. Share your experiences and learnings with your network or mentor in a month’s time to see how far you’ve come. Feel free to share them with us as well- email or linkedin are best.