The Danger of Sales Traditions

“To thine own self be true,” these words written by Shakespeare 400 years ago still apply to sales professionals today. In our pursuit of success, we often find ourselves immersed in two popular mantras: “Work Hard, Play Hard” and “Fake It Till You Make It.” These two phrases often tout relentless drive and unwavering confidence as the keys to sales success. However, beneath their alluring surface lies a hidden truth: these philosophies can lead to negative long-term consequences. In this article, we explore the dangers of these philosophies and offer alternatives that are more sustainable and conducive to long-term sales success.

These two philosophies are ingrained deeply in antiquated sales cultures. They are perpetuated by motivational speakers, sales gurus, and even well-meaning colleagues. As a result, many current sales professionals feel pressured to conform, believing these are the best paths to sales success. But there is a deeper wisdom under the surface of these popular misguided dogmas.

This article does not intend to minimize ambition, commitment, and confidence. Instead, we will attempt to dismantle the narrative that the “hustle culture” is necessary for sales success. In the following sections, we explore a better way.

Unmasking the Illusions of “Work Hard, Play Hard”

The “work hard, play hard” mentality is attractive for sales professionals driven by success and recognition. Indulging in late-night parties and luxurious purchases as rewards for long hours and hard work is enticing. However, this mentality can quickly spiral out of control, leading to burnout, addiction, and relationship problems.

• Burnout: The relentless pursuit of success can lead to chronic stress, exhaustion, and cynicism. Sales professionals constantly “grinding” have little time to decompress, which can eventually lead to burnout. A perpetual state of overwork can lead to diminishing performance, ultimately eroding one’s effectiveness in the long run.
• Addiction: The combined stress of meeting quotas and exceeding expectations can lead to unhealthy coping mechanisms, such as drinking to relax, substance use, or gambling. Sales professionals who are under pressure to perform may turn to unhealthy behaviors as a way to play hard and de-stress. A National Safety Council study found that 13.4 percent of sales professionals have a substance use disorder.
• Relationship problems: The demands of a sales career can often take precedence over personal relationships. Sales professionals who are constantly working late or traveling will have difficulty maintaining healthy relationships with their partners, children, and friends.

When the work hard, play hard mentality is misinterpreted, it can be a recipe for disaster for sales professionals. The “work hard, play hard” mentality is a form of misguided success. Dr. Brené Brown, a professor at the University of Houston, says, “The ‘work hard, play hard’ mentality is a form of self-exploitation. It’s a way of justifying working long hours and sacrificing our personal lives for the sake of our careers.“

Why “Fake It Till You Make It” Fails

The “fake it till you make it” approach appeals to sales professionals eager to advance and gain the respect of their peers and clients. By projecting an image of confidence and expertise, they believe they can quickly earn the trust of clients and their sales leaders. However, this approach is based ultimately on inauthenticity and false bravado, which can lead to client distrust and lost credibility.

• Inauthenticity: When sales professionals fake their confidence or expertise, they are essentially creating a false persona. A false persona can be challenging to maintain, eventually leading to feelings of imposter syndrome. Sales professionals who are not genuine are more likely to be caught embellishing, which can damage their reputations.
• Distrust: Clients can quickly sense when a sales professional is being insincere. Clients are likely to become distrustful if a sales professional makes promises they cannot keep or exaggerates their qualifications. This can make it difficult to build rapport and long-term relationships.
• Lost credibility: Once a sales professional loses their credibility, it is not easily regained. Clients who have been misled are unlikely to do business with a sales professional again. In addition, word-of-mouth can quickly spread negative information about a sales professional, making it difficult to find new clients.

Imagine a sales representative at a financial service firm making false claims about their investment experience. The representative who exaggerates is eventually discovered and dismissed, tarnishing their own reputation and eroding the firm’s trust.

All sales professionals should understand that credibility is the currency of our industry. It’s the bedrock upon which enduring relationships and prosperous careers are built. The “fake it till you make it” approach is a shortcut to failure because it is based on a form of self-deception. It is an attempt to convince yourself you are something you’re not.

Finding Balance With Alternative Philosophies

The “work hard, play hard” and “fake it till you make it” philosophies are not the only paths to success in sales. In fact, there are far more sustainable and effective alternatives that are based on balance, authenticity, and genuine connection. By embracing authenticity in the face of doubt, sales professionals can transform their doubt into genuine confidence.

This shift doesn’t negate ambition; rather, it fuels it with a more potent, authentic energy. It’s about understanding that success in sales isn’t just about closing deals at all costs and working excessive hours. Instead, it’s about being and becoming the best version of yourself daily. It is also about building lasting relationships founded on trust. It’s about forging enduring relationships built on trust. By placing authenticity first, sales professionals become more relatable, trustworthy, and, ultimately, more successful. Here’s a principle that sales professionals should prioritize:

• Balance: Sales professionals who achieve long-term success are those who are focused on establishing trust as the cornerstone of their interactions with clients. This will lay the foundation for long-lasting partnerships. They also look for healthy activities outside of their professional lives. By caring for their physical and mental well-being, sales professionals can maintain their energy levels and focus, increasing productivity. Mary Barra, CEO of General Motors, is known for her commitment to work-life balance. Barra has said that she makes it a point to leave the office by 6 p.m. every night to spend time with her family.
• Authenticity: Sales professionals who are genuine and authentic are more likely to build trust with clients. When clients feel that they can trust a sales professional, they are more likely to open up about their needs and concerns. This can lead to more productive conversations, shorter sales cycles, and stronger relationships.
• Genuine Connection: Sales is not merely about exchanging goods or services for monetary compensation. It is about establishing meaningful relationships beyond the transactional. By taking the time to understand their clients’ aspirations, challenges, and values, sales professionals can build a foundation of mutual respect and understanding. This, in turn, fosters collaboration and the development of relationships that make it difficult for competitors to breach. Dale Carnegie, the author of the bestselling book How to Win Friends and Influence People, firmly believed in building genuine relationships. Carnegie’s advice is still relevant today, and it can be a valuable resource for sales professionals who want to build strong relationships with their clients.
• Setting Meaningful Goals: Align your professional goals with your values and purpose. This ensures that your ambitions are not only ambitious but also personally fulfilling. This deliberate alignment provides a clear direction for your efforts and ingrains your work with a deeper meaning and fulfillment. This way, every achievement is a testament to your professional success and personal growth, reinforcing your commitment to your sales career.

Conclusion

For sustainable high performance in sales, replace “work hard, play hard” with “work smart, play smart.” Long-term high achievers know it is not about working harder but about working smarter, which includes playing smarter during downtime.

The work hard mantra may translate into short-term financial gains when a sales rep closes a big deal. But when followed up with a play-hard weekend of late nights and extravagant purchases, it can lead to a downward performance spiral.

The working smarter philosophy also negates “fake it till you make.” For sales professionals early in their career, instead of faking it, focus on learning and becoming the best sales rep you can be today. It can be hard to stop once you start faking it. Over time, this facade can lead to stress, burnout, and even a crisis of confidence.

In contrast, when sales professionals operate from a place of genuine authenticity, they build connections that endure and clients who are loyal. The working smarter approach takes work. It requires discipline, self-awareness, and a willingness to be vulnerable. However, it is ultimately more sustainable and likely to lead to long-term success.

As Lao Tzu once said, “Nature does not hurry, yet everything is accomplished.” So, take it from someone who’s been in the sales trenches for over twenty years. Ignore the ‘work hard, play hard’ and ‘fake it till you make it’ false bravado. Instead, commit yourself to adopting a “work smart, play smart” mindset and build a legacy of sustained sales success.

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