Every sales professional has been there — an unexpected “no,” a hung-up phone, a deal falling apart at the eleventh hour.
Rejection hurts. Research even shows that rejection lights up along the pathways in our brains that activate when we experience physical pain.
So, when rejection comes with the job description, what’s a person to do?
Setahrae Gross, a major account executive at Samsara, has built a toolbox of self-care and professional responses that help her navigate the inevitable
When Gross first joined Samsara in 2017, she was eager to succeed — and a bit intimidated by getting started. “During my first cold call at Samsara, the prospect hung up on me, and I had to dust my phone off and dial again for another try,” she said. “It’s important to learn from the rejection so that you can be ready for the next opportunity.”
In the years since, Gross has found routines and techniques for staying resilient and finding the way to successful sales, even when the going gets tough.
Samsara builds sensors, software and cloud services to help customers improve operational safety, efficiency and sustainability.
How did you handle rejection at the beginning of your career?
I learned not to take rejection personally, especially in sales. Rejection is inevitable in our careers. Those who can weather the storms and adapt quickly will persevere. I focused instead on the goal of growing and evolving into the best sales professional I could be while learning from my peers and customers along the way.
What are some strategies you’ve developed to cope with rejection?
The mind and body are so connected. For me, it’s about feeling good and taking care of myself mentally and physically so my best self can show up for work. Rejection is expected in the sales world, and sometimes, you need reset moments. Reach out to a close friend at or outside work, get outdoors, exercise and take mental health breaks when necessary. I choose to get back out there, refine my approach, try not to take myself too seriously and find the fun of it all. I remember why I got into sales in the first place and remind myself that our business has ebbs and flows.
Determination was the key to my success.”
Tell us about a time when you were able to turn a “no” into a “yes.”
I actually interviewed at Samsara twice, once in 2016 and again in 2017, when I was hired. The first time I interviewed, I didn’t have sales experience yet, but I knew that this was the career pivot I wanted to make. Samsara was where I wanted to be. The company was small back then, with less than 20 employees and only a few sales hires. I interviewed with senior leaders and didn’t get the job. I was disappointed because I was so sure of what I wanted. The feedback I received was, “Come back when you have some sales experience.” I took that feedback to heart, and I immediately found a great opportunity to cut my teeth in sales at another technology company. Almost a year later, I interviewed at Samsara again, got the job and became Samsara’s first female account development representative. Determination was the key to my success. I could have easily let that deter me from ever applying again, but instead, I allowed it to fuel my fire.
