Welcome to Mindset Monday by the Sales IQ Podcast. I'm your host, Luigi Prestinenzi, and I'm here to help you be the best you can be. Everyone has the potential to be the best version of themselves they can be. Sometimes things prevent us from capitalising on that awesomeness that is sitting dormant inside of you. This podcast is about helping you unlock that potential by focusing on one thing that can help you be the very best you can be.

"I never lose. I either win or I learn" that is a quote by Nelson Mandela. And why is that my quote for this week's episode? I was speaking last night, it was five 30 or speaking to one of our students, uh, Ellis from DocuSign. And if you haven't already heard, there's an incredible episode, which we did last year on Ellis's journey and the results that he's been able to achieve, because he's been absolutely incredible things.

Get himself for promotion and is almost on the path of getting another promotion and he's exceeding his target every single month. But yesterday was the last day of the financial year for him. He'd been working incredibly hard all day getting in his last minute deals. I'm going to get one more in before six 30, I've been working with the client, et cetera.

You know, what's amazing. And why I'm doing this episode because he said something that really, really stood out. Yeah. He's only been in sales for two years. And he said, he's got some pretty big goals that he wants to achieve, even though he's been every single month exceeding target. He said, this is my preseason because I've only been in sales a couple of years.

I need to do the work. That'll help me accelerate the learning, get myself up to. Well, I can be successful. This was just profound because that message can be applied to every single one of us in sales. Doesn't matter if it's our first year or if it's our 21st year, the reality is every single month or quarter.

However you manage your pipeline or your sales target. That comes to a point when it's back to zero. Just start again. Yes. If you're a veteran. Yes. If you're incredibly good at pipeline creation, you'll have kind of ready to roll or opportunities that you've been working on that weren't ready to close in that period and they're ready to close in the next and you'll be working on it.

But the reality is it always starts again. You essentially start again every single day, that mindset that Ellis is bringing to the table is what's allowing him to really capitalize on the opportunity that's in front of him because he's taking the apprentice mentality. He's taking the mentality. Oh, I have something to learn every day and I'm going to open my mindset.

I'm going to make sure it's as wide as possible so that I can absorb as much as I can and keep improving every single day. And he doesn't hide behind the fact that he's got to put the hard work in, and that is what I absolutely love. That's what really love coaching him.

And I love him being part of our community because everything that we can. He embraces any executes, any absolutely fear of failure. He doesn't look at it as a failure. He just looks at it as part of the journey. And he's looking at it as a learning to every opportunity he's learning. And that's my message for this week is especially in a world where, you know, the sales world is evolving.

There are changes are happening all the time. We've seen that with the pandemic we've had years and years of digital transformation. Literally in such a short period of time, the way we interact with our buyers has changed. We've gone from face-to-face meeting to totally virtual selling, and it's not really going to go back.

I think we're going to be in this environment for a wall. Some sellers took that opportunity to really elevate and build their skills and capitalize on that, on the changes that have occurred and some have just waited to go back to normal. And that's the abundance mentality versus scarcity mentality.

That's the mentality of. And really going, you know, what changes occurring. I'm going to lay in each, it I'm going to embrace it. I'm going to chase it. I'm going to allow it to enable me to be the very best I can be. And that was the key learning or talk from that conversation that I had with Ellis yesterday.

And this is why I really want to put this message out to you all and get you thinking about how are you positioning your mindset? How are you framing things so that you can take. Every opportunity as an opportunity to learn, because if you're able to look at it through the lens of learning through the lenses of the apprentice what's going to happen is you've got to absorb all that information.

You're going to see every opportunity. For the positive, not the negative. You are going to allow each experience to be a learning and one which will push you outside of your comfort zone and allow you to grow. Because again, in a changing world, our ability to grow our ability to adapt our ability to pivot and use that disruption or that change, what can be perceived as a negative.

It allows us to build our resilience, build our capability and be a better version of that. And that's the message that I want to get across this week. And that's why I love always talking to Ellis. And I hope that you do go back and listen to that episode because there's so much that you can take away from that episode with him.

So if this is a message that's resonated for you or someone, you know, needs to hear it, please like write and share this or create this content to help you be the very best sales professional you can be.

This episode was digitally transcribed.

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