You are only as good as the systems you have in place

Normally, when I write, I try to draw on research or reading I've been doing to ensure I don't make any unfounded claims. This article is more anecdotal, based on my young sales career and observations I have made about my work in the last few quarters.

When I first started working as a BDR, my mood was constantly dictated by my performance. The highs and lows of this business led to feeling a bit burnt out at times, as I was absolutely devastated when things didn't go my way and on top of the world when they finally did. However, I had an epiphany after reading more about the science of high performance in sales: your highs are not indicative of how good you are; it's the systems you have in place.

You might overachieve one month, but if you fumble it all the following month, your success becomes discredited – that's the harsh truth of working in sales. It's only those who consistently outperform that stand out.

While some may attribute their success to innate talent or sheer luck, a closer look reveals that these top performers rely heavily on structure and systems to maintain consistent performance and avoid the unpredictable fluctuations that plague their peers. Studies have consistently shown that successful sales professionals document their strategies, processes, and best practices to create a robust framework that guides their daily activities. By meticulously recording and refining their approach, high performers can effectively analyze their past successes and failures, enabling them to make data-driven adjustments and optimize their performance over time.

How has this helped me cope with the emotional pressure of delivering?

If you develop systems that work for you after months and months of iteration and constant adjustment, you develop faith in your own framework that has carried you along the way. In practice, this means I review my effective goal-setting framework after each workday, where I break down what I need to do on a weekly and daily basis to achieve my monthly and quarterly results. For instance, I need to source 10-15 new leads every day to keep my pipeline clean and generate new business. How did I come up with this number? Constant iteration. It varies for everyone. I check whether I have completed the task, when I completed it, how it contributes to the effectiveness of my strategy, and whether the number needs adjustment. This is one of many different categories I review. (If you want my framework, shoot me a message on LinkedIn.)

Having faith and trust in your own systems and strategy can help you bridge downtime because you know that historically your system has delivered the desired outcome. And if it hasn't, it's time to review it with your mentors and the best performers on the team because studies show that they likely have a systematic approach as well. The evidence is clear: in the world of sales, those who meticulously document their strategies and systems are the ones who continue to shine, demonstrating that consistency is indeed the key to success.