Caring

My company is expanding our business development team and there was a discussion among our team today about training. The most contentious point was over mindset on a call. Some AEs think you need to always expect success when you make cold calls and create a placebo effect, while others think you need to expect failure or VM because it happens 98% of the time anyway, otherwise you just set yourself up for disappointment. The first group thinks this creates a self fulfilling prophecy of failure.

Myself, I’ve been in sales and management almost a decade and always expected no and that yesses were unicorns, but our business is about unicorns. But then again, I never once had the highest booking or closing ratio in any role.

r/sales, what do you think? Do you set high or low expectations when you call?