In sales, just like in life, success isn’t accidental. It’s a dance—a sometimes clumsy, always dynamic rhythm that I like to call the “sales cha cha” (but never in those heels).
You move two steps forward, maybe one step back, but what matters most is that every step is yours. You control the pace, the direction, and most importantly, the outcome.
Here’s the kicker—whether you’re stepping into a win or stumbling into a loss, it’s a result of your choices. That’s the power of personal responsibility. The beauty of this mindset is that it empowers you to influence outcomes before they even happen, just through your own behavior.
Let’s Talk Accountability
As salespeople, we tend to shoulder the blame when things go wrong. We lose a deal or an account, and suddenly, it’s “What did I do wrong? What could I have done better?” That introspection is important—don’t get me wrong.
Self-reflection leads to growth. The question I really want you to ask yourself:
Why don’t we give ourselves credit when things go right?
Think about it:
- The deal you lost—yes, there may have been things you could’ve handled differently. That’s a learning moment.
- But what about the deal you closed? That’s also a direct result of everything you did! Your persistence, your communication, your strategy—it all led to that win. Own it. Celebrate it.
Stay in Your Zone of Control
Now, here’s another critical point: You’re not responsible for everything. I know it sounds simple, but how often do we stress over factors we can’t change? The client’s budget cuts, market fluctuations, the decisions of other people—these are outside your sphere of control.
What you can control is how you show up. Be present, listen. Be responsive, take action.
DON’T beat yourself up over things that were never within your grasp to begin with. If you spend your energy on what’s beyond your control, you’ll miss the opportunity to excel where you actually have influence.
Taking personal responsibility means owning both the highs and the lows in your sales journey. It’s about recognizing that success, just like setbacks, is a result of your choices.
By focusing on what’s within your control and letting go of the rest, you’ll find that the dance becomes smoother, more confident, and ultimately, more successful.
To your success,
Lynn