HOW TO BEAT IMPOSTER SYNDROME IN SALES

Ever felt like a fraud in your position? Do you feel like you don’t truly deserve your success? That’s imposter syndrome.

It’s a pattern of thinking that causes constant feelings of inadequacy, a fear of being found out, alongside self-doubt and criticism.

A recent study by YouGov discovered that:

• Two-thirds of Britons have difficulty accepting compliments and praise

• 57% criticise themselves more than other people criticise them

• 56% say they tend to downplay their achievements when they speak about them to others

So it’s not just you.

But how do you beat it?

Especially in sales with constant targets to hit and a constant need for confidence, imposter syndrome can hinder success massively. 

HOW IMPOSTER SYNDROME IMPACTS YOUR SALES CAREER

Everyone knows sales is fast-paced and rewarding. From commission to endless opportunities, sales is perfect for confident and self-assured people.

But that’s the point… not all of them are.

More sales professionals than you think struggle with trusting in their abilities, despite their amazing achievements and opportunities ahead.

Imposter syndrome impacts your:

• Ability to truly feel satisfied

• Self-talk which causes pessimism

• Ability to talk with authority

• Productivity, procrastination, and stress levels

With all these combined, it can become very hard to progress confidently in your career… and even if you do – you won’t feel like you deserve it. 

Keep reading for 5 ways to beat imposter syndrome as a salesperson.

Be self-aware OF THE STRESSES THAT COME WITH A SALES CAREER

You can’t beat imposter syndrome if you’re not aware that you have it.

Self-awareness is defined as the “conscious knowledge of one’s own character and feelings”.

So the next time you feel a bit insecure about your abilities – take note of it. Take note of how it makes you feel and how it causes you to approach work, relationships, and self-talk.

Traditionally (and stereotypically), sales is seen as a career that’s ‘not for the weak’, and rather than being in touch with your feelings, you have to just get on with it.

There’s no doubt that sales requires discipline and resilience, but no one will fully achieve that without recognising their setbacks. 

And let’s be honest, you’re not the only one.

A recent survey found that anxiety and depression in salespeople are three times higher than the national average (Business Leader). 

So although you may feel alienated in your workplace, the very colleague you think ‘has it all together’, might feel exactly like you.

Set realistic goals AND SALES TARGETS

A big part of imposter syndrome is perfectionism. 

Because you feel like a fraud, you strive to work as hard as possible, show no flaws, and basically just look like a robot.

So when it comes to setting targets or thinking about where you’d like to progress, you’re far too unrealistic. 

In the moment, you might feel satisfied because you know if you achieve it, you’ll feel good about yourself, but as soon as you start falling short, it’ll make imposter syndrome even worse.

Set goals in alignment with where you are now. Of course, you want to be challenged, but think about whether you’re setting yourself up to be challenged and grow, or be challenged and fail.

Goals should be tough to reach, but they should also be achievable because it sets you up for the next level.

Celebrate when you ACHIEVE SALES RELATED GOALS

Refrain from celebrating your achievements because you don’t feel truly satisfied? That’s going to further exacerbate your self-doubt.

In sales, there’s constant movement. Once you hit one target, you’re onto the next. Once you have a breakthrough, there will be another setback. So as a result, you do have to be realistic, but that doesn’t mean you don’t deserve to pat yourself on the back.

Also, not only is there constant movement in the job itself but there’s a constant desire to move to the next level. As a salesperson, you’re always looking at ways to improve and it can often lead to you pressuring yourself too much where you miss the opportunity to acknowledge that you’ve already improved by leaps and bounds. 

And this isn’t just when you accomplish a goal, it’s when you:

• Receive a compliment from a client

• Feel more confident when cold calling

• Develop a certain skill 

The more you downplay the small things, the harder it will be to feel happy about the big things.

Be kind to yourself when you don’t achieve those goals

Mistakes happen in every job, and in a career where lots of things are out of your control, it can be easy to feel incapable in a sales role.

But rather than dwelling on the setback, dwell on what you can learn from it and use it as a learning point. Being kind to yourself can help you to:

• Forgive yourself

• See the bigger picture

• Improve self-talk

• Build resilience 

• Pursue excellence, not perfection

• Ask for help

Seek support FROM OTHER SALESPEOPLE AND YOUR BOSSES

Remember the stat about anxiety and depression in salespeople being three times higher than the national average? 

That doesn’t just mean your colleagues understand your imposter syndrome, but your boss and mentors do too. 

Admitting imposter syndrome isn’t admitting to being weak, it’s admitting to being human. It’s admitting to being a human who really cares about their job and their personal development. 

All you need support with is approaching it more healthily.

- Written by Shannon Matthews

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