On January 23, 2010, 16-year-old Abby Sunderland set sail on her controversial 24,500-mile journey to become the youngest sailor to solo circumnavigate the globe.
On June 10, 2010, while sailing in heavy seas and high winds in a remote area of the Indian Ocean, the mast on her sailboat, Wild Eyes, broke off when a rogue wave flipped her boat. She activated her two manual emergency distress beacons, triggering a search and rescue effort. She was rescued two days later.
But what transpired from the time she mentally prepared to go on her voyage, to now, post-rescue, can be a great source of inspiration and instruction - especially to those of us in sales.
Early in my sales career I was given many "keys" to success. Some were found in books and articles, others were gleaned from mentors and in-the-trenches experience. While many taught sales "tactics" (listening, solving problems, communication skills, what to say, how to say it), it was the intangible attributes of sales success that kept me going when my "sales seas" got stormy.
When there was nothing my "technical" sales skills could do to overcome the inevitable and disheartening "no's" that every sales professional faces, being able to recognize real-life characteristics of accomplishment served as continuous reminders that overcoming harsh conditions is often part of reaching a worthwhile destination.
While there are many traits of success, three that shine through Abby Sunderland's solo circumnavigation attempt are highlighted in this article. It is my hope that they may serve as lighthouses to the thousands of professionals who navigate the periodically choppy waters of sales.
#1 Sales Success Characteristic: Having a Motivating WHY
Abby publicly shared her WHY- to be the youngest person to sail solo around the world - even though she and her parents experienced a great deal of condemnation about it.
Regardless of your stance on her daring undertaking, Abby's WHY had to be grandiose and incredibly important to her. Her life depended on it.
And at the end of the day, what motivates motivates. For the purposes of deciding on your WHY, that is what counts.
Without a motivating WHY, it's easy to lose sight of your compelling reason for enduring the inevitable toil and occasional disappointments.
"Part of being mentally prepared," Abby said, "is knowing...there are going to be great times out there, (but) there's probably going to be times when I wish I wasn't there."
Abby's acknowledgment of the potential dicey realities she could face during her trip also applies to one’s success in sales.
Recognizing that there will be days, weeks, perhaps even months that may feel like all your sales efforts are fruitless is all the more reason why you need a beacon of hope to keep your eye on your destination.
That I-will-not-be-denied attitude is also easier to acquire if you select a motivator that can be attained sooner, rather than later. If it's too far down the road, it's easier for discouragement and procrastination to set in.
Abby's dream of solo-sailing around the world was further strengthened when she realized that she had a fighting chance at being the youngest person to do so.
And when she learned that another, incredibly experienced sailor - who is five months younger than Abby - was also vying for that title, there's no doubt that the motivation to realize her WHY became even greater. Not to mention it doubtlessly helped see her through many frightening and white-knuckled days during her voyage.
Having a motivating WHY helps you focus and get that dogged determination to follow through on your plans, regardless of obstacles, criticisms, or circumstances, and despite what others say, think or do.
#2 Sales Success Characteristic: Persistence
30th President of the United States, Calvin Coolidge, is quoted as saying: "Nothing in this world can take the place of persistence....Persistence and determination alone is omnipotent. The slogan 'press on' has solved and always will solve the problems of the human race."
"Press on" is exactly what Abby Sunderland did.
She was hit time and again with waves of critics saying she was "too young," and "too inexperienced" for such a journey. Not to mention the literal waves that bombarded her boat throughout different routes of her trek.
Ironically, it was only when her mast broke off that people accused her of not being able to "handle" challenging sailing conditions. However, reading over her blog documenting her journey revealed that could not be further from the truth.
"This wasn't the first time she had adverse conditions," said her father, Lawrence Sunderland. "She'd experienced over 50 knots of wind off the Falklands, rounding Cape Horn, and rounding Cape Good Hope. She's been through trials and tribulations on the ocean and has overcome them."
So, too, is that persistence vital to ones success in sales.
In most types of sales today it takes a strategic, multi-step process just to get to the right decision-makers, who are now busier and under greater time pressures than ever before. Additionally, even the most thoughtful, well-crafted sales process usually takes multiple attempts over many weeks -
if not months - to see results.
Common sales cycle stats, linked to a survey by the National Sales Executive Association, show that:
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
And according to those who receive the sales call, the same survey showed:
52% of sales people follow up at least twice
25% of sales people make a second contact and stop
12% of sales people make three contacts and stop
10% of sales people make more than three contacts with a prospect
If these numbers hold true, this means that 80% of sales are made from the 5th to the 12th contact (an average of eight contacts) and that most people in sales cease prospecting after only two contacts.
Or in other words...they give up too soon.
The reality is that if they had shared Abby Sunderland's persistence and made just a few more contacts, they very well could have made the sale.
"Being defeated is only a temporary condition; giving up is what makes it permanent." ~Marilyn vos Savant
Even after facing major criticism from around the world, wrestling with 70-knot winds and waves three stories tall - one that flipped her boat, damaging the rigging - and having her goal of being the youngest person to sail solo around the world shattered by Australia's Jessica Watson...Abby persists.
"I'm definitely going to sail around the world again," she told Australia's ABC. "Or at least give it another try."
Get that same persistent mindset and burning desire for achievement, and you will accomplish your goal.
#3 Sales Success Characteristic: Take Action
When it comes to an intensive process such as a sailing voyage or a sales cycle, there's no question that you must be prepared. You want a Plan, Do, Review process.
And few could argue that Abby Sunderland wasn't prepared. She is a highly experienced sailor, had a custom-equipped sailboat, a great support team and had been mentally, physically and emotionally training for her journey for over 3 years if not for most of her life. Not only did she have all the tools, resources and know-how needed for a successful voyage, she also had a mature and clear understanding of what "failure" could mean.
In fact, on the morning of her departure, Abby acknowledged this. "I have a healthy respect for the ocean. You can't go out and sail without that. My parents wouldn't let me sail if I wasn't scared and didn't know what I was getting into."
Abby faced her fear of failure even before she started her trip. Even though her boat was ready and she was confident in her sailing skills, she knew there would be rough seas ahead.
But after announcing an 11:30am departure, she actually left the dock at 10:57am. She knew there was nothing left to do except take action.
It's the same in sales. You must take action and have a "do-it-now" attitude, even if you lack 100% confidence in your abilities. Because, if you procrastinate you become immobilized. As a result you further minimize your self-confidence, thwart your self-image and bring your initiative to a halt.
Fortunately, Abby didn't procrastinate, like many argued she should have. She took serious action and set sail on miles and miles of open sea - alone.
I think many sales professionals can relate to and be encouraged by Abby's demonstration of "doing what you're afraid to do."
In sales, you can have impressive marketing resources at your disposal, a customized and targeted prospect list to work off of, excellent sales training and support, a fine-tuned sales process...and still feel immobilized.
Why?
Because rejection is a part of sales. Customers buy at their own speed in their own time. So to really succeed in sales, you must face your fear of rejection and press through it.
In the book Marketing Insights from A-Z, Dennis Tamcsin, Senior Vice President at Northwestern Mutual Life Insurance, said "We have something in this industry called the 10-3-1 ratio. This means that for every ten calls a salesperson makes, he will only get to make a presentation to three, and if he's got a good success rate, he'll make one sale. We need people who won't shrink from that kind of rejection."
And the only way to do that is with activity.
Sit Down, You're Rockin' The Boat
College Football Hall of Fame coach Lou Holtz said "Show me someone who has done something worthwhile, and I'll show you someone who has overcome adversity."
While some people may argue just how "worthwhile" Abby's voyage was, there's no denying that she overcame serious adversity. Not only does her journey deserve to be recognized and applauded, it also serves as an inspiring example of fundamental qualities that one must have to achieve long-term sales success - even if they've "mastered" a sales strategy.
Those of us who have chosen sales as our profession know how rewarding it can be. But to say that there are "challenging times" would be an understatement. In sales, unexpected and unwelcome circumstances will arise, like a rogue wave, and occasionally capsize you.
But story's like Abby's offer insight to traits that are essential for sales success:
You must keep focused on your motivating WHY
You must stay PERSISTENT and
You must, must TAKE ACTION.
At the end of the day, it's not the constant rocking or the amount of water your "sale boat" takes on...It's how you get back up, assess the damage, make the necessary repairs, and reset your sails that determine your success.
"The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails." ~ William Arthur Ward
