“Celebrate that at your next level of success and keep on going so that the imposter syndrome doesn’t stick around.” – Amber Deibert in today’s Tip 1323
How do you deal with imposter syndrome?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Amber Deibert. Amber is a performance coach who helps Enterprise Account Executives in Tech conquer imposter syndrome and manage their mindset. She has helped hundreds of clients get their mojo back and get back on the top of the leaderboard. Here she is:
Amber Deibert: What’s up, everybody? I want to give you one of my most popular tips on Imposter Syndrome. So Impostor Syndrome is something that you experience when you’re in a growth phase. The way that I think about Imposter Syndrome is, Imposter Syndrome is a sign of success. You only experience Imposter Syndrome when you just achieved your next promotion. You landed a big deal, you got a new project. You only experience it when you’ve achieved your next level of success. And the reason that you’re experiencing Impostor Syndrome is because you’re in a growth phase. You’re expanding into the next version of yourself. You’re learning new skills. It feels uncomfortable, but of course, it feels uncomfortable. You’re trying something you’ve never tried before.
So the way I like to reframe Impostor Syndrome is I like to compare it to exercise. I feel like physical growth is so similar to mental growth. Most of my clients who work in sales have a background as an athlete, whether professionally or in high school or something, so they can relate to this. I want you to imagine that Imposter Syndrome is as if you were moving from being someone who does CrossFit to being someone who does Zumba. You can imagine that.
When you do CrossFit, you are uncomfortable at first, but after a while, you get to know the rhythms you understand, and pretty soon it becomes a lot more routine. And then somebody pulls you out of CrossFit and puts you in a Zumba. And all of a sudden you’re in a Zumba class and you’re like, I don’t know what I’m doing. I don’t know the moves. My body doesn’t move this way. I feel sore in a whole bunch of ways that I’ve never felt sore before. And I found muscles so I didn’t know even existed. And you feel so uncomfortable.
The difference is when you are starting a new exercise routine, it’s totally normal for you to feel uncomfortable, and it’s normal for you to feel sore. And everybody’s fine with that. They expect that. So how come when we start a new mental routine of starting a new job, starting a new role, expanding into the next position, this discomfort and this soreness, if you will, seems like it’s out of place.
Of course, we’re supposed to feel uncomfortable. We’re trying something we’ve never tried before. So I want you to think about this like you think about exercise. If you were to just continue to do that new workout over and over again, pretty soon it’s going to become a lot more routine. It’s not going to feel uncomfortable anymore. You won’t feel the soreness. You’ll start to know what you’re doing, you’ll start to get in the rhythm.
Anything that you’ve ever felt the imposter syndrome about in the past, you no longer do. I want you to think about when you first started prospecting, or you did your first discovery call, or you did your first demo. It felt so uncomfortable. And depending on where you are in your sales cycle now, probably those things that you started doing a long time ago no longer feel uncomfortable for you.
Whatever the thing is that you are working on building a skill in, it’s not going to feel uncomfortable forever. The imposter syndrome literally can’t last as long as you keep going. So just normalize the discomfort. It’s fine that you feel this way. Everybody in your position feels this way. It’s totally normal and it’s expected. It’s fine that it’s there. Celebrate that at your next level of success and keep on going so that the imposter syndrome doesn’t stick around.
Scott Ingram: For links to connect with Amber including links to her podcasts and Manage Your Mindset course, just click over to DailySales.Tips/1323. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!