Harnessing Belief: 2 Simple Steps to Unleash Your Team's Potential

December feels like an appropriate time to unpack the idea of belief.

Specifically the idea that: someone's belief in you can sustain you for a long time.

If you’re anything like me, we can be our own worst enemies:

• No one is harder on you

• You’re the hardest person to motivate

• You kick yourself for the smallest things

• You don’t give yourself a break and smell the roses when you should

And because of that, it’s important that we draw on the positive feedback from those around us.

Here’s an excerpt from our book, Management is Dead:

When I first took the job as VP of Sales at Pushpay, I had no idea what I was doing. Sure, I had done sales, but I had never held a management position that high up in an organization. While I was trying my best to exude outward confidence, internally, I was insecure. Extremely insecure.

In all honesty, I felt like I was drowning.

“I'm not sure I’m the right person for this,” I remember telling myself multiple times a day. After all, I was the company’s fifth VP of sales in the last three years. Those aren’t good odds.

Chris’s confidence in me went a long way, for sure. But I was still struggling. That’s why I’ll never forget the conversation I had with the chairman of the board shortly after I stepped into the role.

During a visit to the Pushpay offices, the chairman called me into one of the conference rooms. I was nervous. “Was this it?” I asked myself. “Am I about to become the next casualty of this position?”

I couldn’t have been more wrong.

When I entered the room, I saw him sitting across the long table from me. After some quick pleasantries, he asked a simple question: “Matt, what do you think it takes to be a great VP of Sales?”

I was worried it was a trick question, that he was looking for the exact right answer. Like it was a test. And who wouldn’t feel that way? That’s a pretty big, open-ended question. My mind started racing, and I spit out the worst possible answer.

“Well, I don't really know. I'm just trying to keep my head above water,” I said.

I still roll my eyes thinking about that.

“Well, Matt, I can think of about 10 things that it takes,” he replied.

“Great,” I thought. “Completely nailed that one!”

But instead of making me feel small, what he said next changed my life.

“You have all of them,” he said.

I wish there was a video of my face in that moment that I could share with you. To say I was shocked is an understatement.

“Excuse me?” I said.

“You heard me,” he responded, not dismissively but confidently. “You have all of them. I'm not looking for someone that's been doing this for 15 years. I'm looking for someone that can grow into the role. My 10 criteria have nothing to do with direct skills. You can learn that stuff. But at the core of who you are, you have the ability to do this role. I know you well enough to say that. I’ve seen your strengths. You're the right person for this job.”

And that was it. The conversation lasted maybe 15 minutes. I was almost speechless. I stood up and walked away with all the confidence in the world. My whole demeanor changed. After all, my boss’s boss just told me that I meet all the criteria he's looking for in a VP of sales, knowing full well that I had my fair share of weaknesses.

I thought I hadn’t proven that I could do the role. But apparently, I had been proving it all along.

I still remember that feeling walking out of that room. It was like going from a deflated balloon to one filled up with helium.

There is a lot of power in expressing belief in those around you.

Don't believe me? Watch this clip.

I get a kick out of that story every time.

So here’s my two challenges to you this month:

1. Believe in others. When was the last time you went out of your way to let someone else know that you have confidence in them? Try it today.

Be as specific as you can. “You’re really great!” doesn’t count.

Speak to the unique attributes that they bring to the table and what it is that they do that makes everyone else better.

2. Believe in yourself. Start a “rainy day” note and copy/paste in all the nice things people say about you.

I literally have an Apple note filled with things that people have emailed/texted/slacked/said to me over the years.

It sounds silly, but on the days when you need a pick-me-up (we all have em) it’s a great way to shake it all off.

Cheers to a holiday season filled with belief in yourself and others. Spread the cheer with me.

Thanks for reading,

MT