Overcoming Imposter Syndrome in Tech Sales

May 12, 2023
Overcoming Imposter Syndrome in Tech Sales

Working in sales can be a rewarding experience. As you progress in your career, you may encounter opportunities for good pay, personal growth, and skill development. However, it's natural to experience self-doubt when faced with new challenges, such as a promotion or meeting a new goal. You might start to think that soon your coworkers will find out you're a phony or that when you last closed your deal it was only due to luck and had nothing to do with your skills. Maybe you're starting to think you don't deserve the job and were only hired because they didn't have enough applications. It's only human to have some self-doubt regardless of what you're doing, but many people suffer from imposter syndrome, especially when they're in tech sales.

Imposter syndrome in sales can lead to you doubting your skills and second-guessing yourself even after you close a deal. As a result, imposter syndrome can keep you from reaching your full potential in your job, hampering your productivity and preventing you from progressing. Continue reading to learn more about imposter syndrome and how it can affect your life in tech sales.


What Is Imposter Syndrome

Imposter syndrome is a psychological phenomenon in which individuals doubt their accomplishments and fear being exposed to fraud. It can affect anyone, regardless of their background or level of success. However, it is widespread in high-performing individuals who may feel they do not deserve their success or have somehow tricked others into thinking they are competent. This can lead to feelings of anxiety, self-doubt, and fear of failure. It is essential to recognize that imposter syndrome is a common experience and that seeking support from others can help overcome it.


Be Prepared

It's important to acknowledge that imposter syndrome is a legitimate mental health issue, even if it's not as widely discussed as other conditions. It's crucial to be aware that you may experience imposter syndrome while working and to prepare accordingly. Recognizing these thoughts and understanding how to combat them can prevent them from hindering your success. It's only natural to sometimes feel imposter syndrome around people you feel are better and more comfortable at their job, especially if you're new to a position. It can feel overwhelming and difficult to complete tasks, and even when you do manage to close a deal, it can feel as though you didn't do the work to deserve it. It's important that you are patient with yourself and give yourself the time to adjust and not try to do everything in one day. Ask people questions and understand that you’re part of a team and don't have to do it alone.


Understand Where the Thought Comes From

When you start thinking something negative, it's easy to get caught in a train of negative thoughts and start progressing toward self-hate. Don't let your thoughts get carried away when you have a thought, such as you're unable to qualify to do a job or didn't do it to the best of your ability. Instead, pause, take a deep breath, and ask yourself where this thought came from. Acknowledge that it's a different thought and unique, and then focus on where it came from and why you're having this thought. By acknowledging the thought and figuring out why you're having it, you can understand where it came from and the root of the worry in your thoughts. Practicing this lets you understand your worries and where they come from.


Move Away from Perfect

It's easy to get caught up in the perfectionist mindset and think that you must do everything perfectly. But to overcome your imposter syndrome and move away from your negative thoughts, you want to understand that no one in tech sales has a 100% close rate, and not everything will always go smoothly. It doesn't mean you're a fraud if you're not always perfect. It's important to acknowledge that not every opportunity will come your way, and even when you do get one, it's unrealistic to expect perfection. It's okay to make mistakes and learn from them.


Focus On Your Achievements

When struggling with imposter syndrome, it's easy to forget your past achievements and focus only on your failures. That's why you want to keep your previous successes at the forefront and ensure you acknowledge them instead of focusing on what you haven't achieved. The best way to accomplish this is by making a physical list where you write down all your accomplishments, regardless of their size. Whether it's a phone or a physical notebook, it's important to actively write down all your accomplishments in your career. Write down all the deals you've closed, how much money you've made, how many customers you've gained, and anything relevant to your achievements. This way, it won't only be easier to attack the negative thoughts when they come your way but also to check your goals and ensure you're on track with what you want to achieve.


Talk To a Mentor

Sometimes when you're stuck in your thoughts with imposter syndrome, all you need is some perspective and someone to help rationalize your thoughts. Someone can step in and correct your thoughts and help you see that your thoughts are wrong. They can help show you your strengths and where you've gone right with your career. Sometimes it can be as easy as someone sharing a new perspective to help you sort out your thoughts and show you how to leverage your strengths. Talking to a mentor can be one of the best ways to overcome imposter syndrome.



In conclusion, imposter syndrome is a common experience that can significantly impact individuals working in tech sales. By recognizing its presence, preparing for its effects, and implementing strategies to combat negative thoughts, it is possible to overcome self-doubt and reclaim confidence in your abilities. Embrace your achievements, seek support from mentors, and remember that you are not alone in this journey. By doing so, you can break free from the limitations of imposter syndrome and reach your full potential in the rewarding field of tech sales.