Sales superstars separate Identity from Role. This means that they know the difference between their value as a person and their success in a role. Identity is our feelings of self-worth. Role is our relationship to others and the activities we are involved in. Sales superstars don’t judge themselves on how well they did their job for the day. They have a strong and internalized sense of self that is not affected by external factors. They know they are winners. If they fail as a sales person, a parent, a spouse, an employee, or any other number of roles, it doesn’t affect their perception of being a winner. When sales superstars separate their I from their R, they insure a consistent performance because they don’t let their roles put them in slumps.
Sales superstars are able to perform consistently because they don’t get down about the dips in performance. We all have days that we simply aren’t on our game. Everyone makes mistakes and fails in a task. Poor sales people let this get into their head. They confuse failure at a task with personal failure. Once these ideas get into our head, they tend to affect how we perform. When poor salespeople begin to believe that they aren’t good at selling, their actions reflect that belief. Sales superstars have the ability to rebound quickly because they aren’t basing their personal value on how they perform in their roles. If they have a bad day they recognize a failure in role, but see it as an exception. They learn from the failure and are confident that they will perform optimally the next time they attempt their task.
“Who you I is not what you R”. We must have a positive vision of ourselves. Don’t let a lack of success at a task or role affect how we act. People with bad I/R separation let failure linger longer than necessary and allow it to spill into other parts of their lives. A failure in one role, means a failure in all roles, and plants a belief that as a person they are a failure. Separate I from R. Everyone fails at times in their roles. We all make mistakes. People perform consistently with how they see themselves. See yourself as a winner and you’ll consistently perform as a winner