The Power of Self-Reflection and Emotional Intelligence in Sales ft. Orrin Webb Jr

Welcome to another episode of the Peak Performance Selling Podcast, where we interview top sellers and sales leaders to learn the different tips, tricks, and mental strategies that they use to create sustainable peak performance. Let's get rolling. there is so much in there and i i love that you touch on awareness i know anybody that listens hears me talk about awareness a lot because without it we're flying blind and i think that's one of the reasons why i love to nerd out on different personality tests you know different types of uh ways to actually understand yourself because there is history out there especially you know, looking at MBTI, it's like they have so many folks that have run through this over the years where they've been able to prove this out and really help us get a framework to understand, well, what are my tendencies?

What are my preferences here? And I may agree with it. I may not. But you never know until you actually take that test.

And then you get a chance to reflect. And we were talking a little bit earlier about, you know, how powerful reflection can be. And so how do you help teams or as a leader? How do you really see folks, you know, building reflection in to helping them build their best self?

Yeah, yeah. I'll start with what I've often seen as the norm. And then what I think through the use of, you know, listening to podcasts like these, we can maybe start to move the over the window to building in more self-reflection practices. So what I found is the norm, just through my experience in the tech sales space, is that we mostly reflect when we lose.

The reflection comes when you take the L, maybe you miss on the month, you miss on the quarter, and all eyes are on here. You're like, you know, the self-reflection starts. And unfortunately, sometimes that can lead to, you know, some self-sabotage, self-doubt, and you kind of get in a spiral. but hopefully you know you have a good manager there a good team there can be like hey it's not the end of the world we can bounce back right so self-reflection practices that i incorporated to try and prevent the spiraling out of control when you may miss uh is that one i was always in a constant state of self-awareness with the with the help of some of these tools we've been talking about that in bti in particular and i can share a quick story on what this looked like.

So back when I was a sales rep, I had a month where I got a little overconfident. I got a little overconfident. And this overconfidence was tied to my belief and thought around this individual with prospects and I's connection and like things we talked about. And they appeared to just really understand what I was saying and I was understanding them.

it just seemed so solid. And then they ghosted. And they ghosted. They just disappeared.

I don't know where they went. But it left me kind of awestruck I was like whoa And that awestruck then led into some doubt and then some negative emotions started to emerge And unfortunately it was just too late into the month to kind of recover and try to make up for that deal because it was a sizable deal. But one thing that I had to note was this. And this was the first month of a quarter.

So by the last day of that month, reality had set in. The manager starts asking me, Hey, you got anything else? You got anything? Nah, I don't have anything else.

I'm going to take an L. But then, but here's the thing. Once that reality has set in, I went to widening my perspective. And the widening of perspective is already kind of built in into how a sales, how the sales operations work.

In particular, you have a quarter. If you take an L in one month, widen your perspective to three months. right so it's like hey i'm gonna shoot three free throws all right i missed the first one i can still make the next two what can i do to ensure i make the next two so it is taking into account widening the perspective and being able to learn from what happened or what misfires or miscues you had in that in that one month in order to improve over the next month but i will also add that was something that came natural to me because I'm naturally attuned to having a bigger picture.

That's my intuitive side. I am more attracted to or engaged by information that's at a wider scale, bigger picture stuff. And what's so interesting is my manager at the time didn't even encourage me to do that. They didn't even know I was doing that.

I was just doing that in my own mind. So I would encourage folks to, when we talk about self-reflection, get exposure to a framework or a model that can help you better understand those tendencies, those preferences, because it will just really expand your self-awareness. So much so to a point where it's like, okay, now I have language to think about me in a constructive way. So I'm a big advocate.

it. And here's the thing, you know, I obviously advocate for and use Myers-Briggs due to that history and due to the underlying theory behind it. But there are also other frameworks out there, right? You know, you mentioned DISC, you've mentioned others, right?

And I know Enneagram is one. But I do think that having some sort of framework can help you better understand how you operate and can help you better make adjustments when things don't go your way. this is so good i think this is where it's like people have already learned a lot out there we don't all have to try and recreate the wheel every single time you know that's a fact you never know maybe you go take a look at mbti and disc or strengths finder enneagram and like pick the bits and pieces that really resonate with you and then who knows maybe down the road i'm sure we're going to see a lot of new personality types i got friends at the predictive index helping folks you leverage tools in a similar vein and we're seeing that this is going to evolve but having a framework helps us not have to step in all the same potholes and just try and do it all on our own and I think there's a lot of power in there last couple questions you got anything you do for like a morning or evening routine to show up at your best Yeah so I definitely do One thing I listen to is well I listen to music but in particular I will listen to some EDM to kind of get my energy levels up.

I also, I'm not a big coffee person. This may be a shock to the listeners. I'm not, I'm not, but I don't got anything against coffee drinkers. I love y'all.

Um, but I tend to drink V8 juices, right? I really lock in on some V8 and I just try to get my nutrition right because, you know, let's be real, right? The body and mind are interconnected. We know this and just trying to get your body right.

And I try to set my, my mood through music. Um, and we, there's, you know, a lot of research out there and mood and vibrations and sounds influence, you know, uh, uh, your, your mind and your brain. And so I usually try to set off with, um, some high energy stuff in part, cause that's, that's my preference, right? I don't like to start off my, my day kind of like by myself, kind of like low energy.

I like to start off like with a bang. Um, so, and that stems from that self-knowledge. So listen to some music in particular, some EDM, um, and drinking some VA. Let's go.

I love it. Get the mind right. Get the health right. I love that.

V8, unfortunately, the only time I've used V8 lately is for like a Bloody Mary. But I like you dropping that to like use it in a better way. I do the V8 Fusion, DA Fusion juices. I don't like tomato juice.

I don't drink tomato juice. But V8 Fusion, check it out. You can get some on Amazon or your local Safeway. What do you listen to?

What track do you listen to most recently that comes to mind? um there's one song called uh um let me see i think it's called open up this pit it is so good i gotta pull it up real quick it is uh one of my favorite jams just want to make sure i get y'all the right title here um it is by let me type it in here i'm looking on my spotify really quick it's called the pit uh a saint punk remix i work out to the song i wake up to the song I don't go to sleep to this song because it's too energy.

It's too, you know, yeah, but it's a great jam. Great jam. Give it a listen. If, uh, if you're listening to this, to this, this podcast, I like it.

Well, we'll, we'll link to that in the show notes. Um, do you love winning or dislike losing more? That's a good, that's an interesting question and a good question because, uh, my old VP of sales always asked us in an interview. so i i love to win i love to win um a motto of mine uh during my my last year in that role was win the day uh and that was kind of like my motivational motto was win the day uh in part because i found that to me winning it it moved beyond just like getting that championship or like closing that deal, but it was more like process oriented winning.

I won if I, you know, for example, set up my cadence, right. Right. I'm winning. If I reply to those emails before X, Y, and Z timeframe.

So it's trying to find small wins that can lead up to larger wins. So I a I a big fan of winning I like that That comes actually cause that was one of the favorite interview questions I ever been asked So I really that front And then I normally I think I stick with it even though it aligns very nicely with what you just said. What does success mean to you today? Wow.

What does success mean to me? Success to me is about fulfillment from the inside out. I'll say that one more time. Success is to me about the fulfillment of oneself from the inside out.

So what does that look like? I think it is really important to get clear on who you are and how you operate, because that is the clues you need. auto success for us that being you know like just you broke up on me for a second there oh i think uh can you hear me yeah i got you now so i i heard uh get clear on who you are and how you operate yep and then you want me to start from here yeah just start on get clear on who you are and how you operate yeah so i do i believe it's important to get clear on who you are and how you operate in part because the environment the outside world is going to oftentimes try and show you like what success is and what success you should adopt and while there's a lot of value in what society writ large has adopted as success, it may not always align with what you define as success.

And so if there is some incompatibility, there are some misalignment, it could actually lead to you having, you know, mental health challenges or mental health, you know, issues, because there's just a constant misalignment that you're being present to in the world. So I believe that you definitely want to create success from the inside out and find fulfillment. And that's what I've found here with, you know, in motion and helping others develop and apply emotional intelligence.

This is fantastic. I think there's so much power in finding your own fulfillment, understanding what it is to you and how do you work in that direction is so, so, so critical. And so, Oren, you just mentioned InMotion, but where do folks find you? How do we listen?

How do we learn from you? Yeah. So I have my website in motion.com.

It's E-N-M-O-C-E-A-N.com. You also can find me on Instagram, Facebook, at InMotion. And I actually am doing a content creator challenge right now.

And I am making moves on TikTok. You also can find me on TikTok at E-I-Guy, E-dot-I-dot-Guy. And I am sharing the good word of emotional intelligence with folks. And I'm getting some traction.

I love it. This is a powerful spot to be. Well, Oren, thank you. There's so much wisdom in here for folks to go out and really show up at their best.

Think about how they can lead others at their best. And until next time, let's go make today great. There we go. Thanks, Jordan.

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