Overcoming Scarcity Mindset Within Sales Teams – causes and solutions

by | Sep 23, 2024 | blog, english | 0 comments

Struggling with a scarcity mindset in sales? Let me tell you how I overcame it and built an abundance mindset.

I used to feel like I was losing every time a colleague landed a sale and I didn’t. It’s not that I was a bad salesperson—just not the best.

This feeling of loss made me doubt my abilities, and my first instinct was to battle it by buying another sales book. But what helped more than anything was turning to the data.

At first, I’ll admit, it wasn’t just about learning. Part of me wanted to see if my colleagues were being sneaky or cutting corners. But what I found was eye-opening: sales is a numbers game, and over time, we all had similar opportunities—the difference was in how we handled them.

Once I began trusting the data, I noticed a pattern: when the system was respected, opportunities were evenly distributed. But when someone bypassed the rules, that’s when things got messy.

For example, in our team of three, leads were dispatched weekly, and over a quarter, the difference in leads received was less than 10. The number of opportunities created from those leads was also very similar.

The key was consistency—we trusted the system. However, some teams didn’t see the same success because they abandoned the process too soon. They didn’t give the system enough time to work.

What I Learned About the Scarcity Mindset:

The scarcity mindset is when you believe there aren’t enough opportunities to go around, and it’s a common problem in sales teams. This fear can cause people to bend the rules or create unnecessary competition.
As a manager or teammate, here’s what you can do to combat this mindset and build an abundance-focused culture:

1. Build Trust

This takes time. If your team feels like they’re being shortchanged, they won’t trust the process or each other. Start by ensuring that everyone feels secure in their opportunities.

2. Leverage Data

If the data shows equal chances, focus on how those chances are being used. Also, assess the quality of the opportunities you’re providing. Sometimes, the imbalance is unconscious.

3. Adjust Systems for Small Teams

In larger teams, randomization works well. But in smaller teams, where lead volume is lower, you might need to assign leads based on additional factors, like customer fit or sales experience.

4. Enforce Rules

Don’t let one rep break the rules just because they close a deal. This creates chaos and undermines the team’s integrity.

5. Develop Skills and Process

Your top performer might be great at closing deals, but if you don’t understand how they’re doing it, it’s time to dig deeper. Build a culture where skills and processes are transparent.

You build an abundance mindset by making your team feel safe—not only in the process but in their ability to close deals. When salespeople trust the system and their own skills, they’ll focus on growth, not just survival.

Have you faced a scarcity mindset in your team? Drop your experience in the comments below—let’s discuss how to build a culture of abundance! 💬👇