Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | Spotify | Amazon Music | Pandora | iHeartRadio | Email | RSS

On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw wasn’t domination. It was something far more valuable for you as a sales professional and has everything to do with success.

What I witnessed was a master class in mental resilience. And in this Sales Gravy podcast and article, I’m going to break down exactly how Scheffler’s approach to adversity can transform your sales results.

The Brutal Grind

Quail Hollow is beautiful, but make no mistake—this course has teeth. It chewed up and spit out many of the world’s best golfers without an ounce of remorse.

Just ask Bryson DeChambeau, who on Saturday watched his lead evaporate on the “Green Mile” – the brutal final three holes of the course. Or ask Jon Rahm, who briefly held the lead on Sunday before plummeting to eighth place after getting absolutely bitten by those same closing holes.

If you just looked at Scheffler’s final score, you’d think he cruised through effortlessly. But that’s not even close to what happened. It was a grind—every single hole, every single shot.

Scheffler came into Sunday with a five-stroke cushion, but by the front nine, he had completely lost that lead. Let that sink in for a second. The world’s best golfer, playing his best golf all season, watched his commanding lead completely vanish.

For most players, that would have been it. Game over. The spiral begins. The tournament slips away.

But not for Scottie Scheffler.

Bounce Back Percentage – The Key to Winning

There’s one statistic from the tournament that explains everything – and it’s a metric that should become your new obsession as a sales professional. It’s called the “bounce-back percentage.”

The bounce-back percentage measures how often a player makes a birdie or better immediately following a bogey or worse. In other words, how often do you recover from failure and immediately create success?

For the entire field at Quail Hollow, the average bounce-back percentage was 17.4%.

For Scottie Scheffler? An astonishing 62.5%.

Think about what this means. When the average player faced adversity, they bounced back less than one time in five. But Scheffler? He transformed failure into immediate success more than three out of every five times.

That is massive mental resilience. It’s the difference between holding a trophy and watching someone else hold it. It’s the difference between being number one in the world and being just another talented pro. And it’s absolutely the difference between sales mediocrity and sales excellence.

Bounce-Back Matters in Sales

So why am I talking about golf statistics on a sales podcast? Because the bounce-back percentage is the perfect analogy for what makes or breaks a sales career.

I’ve got news for you—bad stuff is going to happen in your sales career. You’re going to fail, lose, and face adversity. That’s not a possibility—it’s a guarantee.

You’re going to have situations where everything seemed perfect, and then the deal falls apart. Sometimes it’s your fault. Sometimes it’s not.

Maybe the champion of your deal suddenly gets fired or leaves the company. Maybe a competitor swoops in at the last minute with a ridiculous offer. Maybe your prospect ghosts you after six months of work.

Each day you’re going to run into situations when you’re prospecting where someone slams the phone in your ear, and then you’ve got to immediately turn around and make the next call. There will be days where nothing goes right and everyone says no.

Your ability to bounce back doesn’t just influence your success – it defines who you are as a sales professional. It is the key to winning. Full stop.

The Goldfish Paradigm 

When I’m hiring salespeople, one of the things I’m measuring for is optimism. It’s essentially Ted Lasso’s goldfish paradigm—the ability to forget fast.

On the show, Lasso asks his players:“You know what the happiest animal on Earth is? It’s a goldfish. You know why? It’s got a 10-second memory. Be a goldfish.”

Being a “goldfish” is about letting go of mistakes, setbacks, or negative moments quickly—just like a goldfish forgets almost instantly.

What You Think is What You Become

If something bad happens to a pessimistic person, rather than forgetting, they believe something bad is going to happen again. Their mind starts spinning a story: “This always happens to me.” “I knew this wouldn’t work out.” “Nobody wants to talk to me today.”

What you think is often what you become. When you dwell on negative outcomes, you invite more of them into your life. It’s a self-fulfilling prophecy that crushes your results.

But optimistic people? They forget fast. They get a “no” and immediately think, “Great! My next ‘yes’ must be right around the corner.” That’s the definition of optimism in sales—the unshakable belief that success is just one more attempt away.

Competitiveness is a Key Component of Bouncing Back

Competitiveness is equally crucial. When competitors get knocked down, they don’t stay down. They get back up, and when they do, they’re not defeated—they’re fired up. They use that emotion, that drive, to propel themselves to win the next time.

I see too many salespeople these days start a downward spiral after a single setback. It’s no different than what happens to amateur golfers on the course. You have one bad shot, which leads to another bad shot, which leads to a bad decision, which leads to another bad shot. Pretty soon, you’re ready to throw your clubs in the pond and call it a day.

That spiral will kill your sales career faster than any market downturn or tough competitor ever could.

How to Build Your Bounce Back Muscle

So how do you build this mental resilience? How do you develop your bounce back muscle? I’ve got several strategies that have worked for me and for the top-performing sales professionals I’ve coached.

1. Create a Bounce-Back Routine

The first key is having a specific bounce-back routine—a set of actions you take immediately after facing rejection or adversity.

My sales bounce-back routine is different from my golf bounce-back routine. In sales, when something knocks me back, I often step away briefly and read a passage from a book I keep nearby. I deliberately put something positive into my mind to redirect my thinking. Sometimes it’s listening to a specific podcast or audio clip that I know will shift my mindset.

The key is that I don’t leave my mental recovery to chance. I have a deliberate, planned response to adversity that I’ve practiced so many times it becomes automatic.

What’s your bounce-back routine? If you don’t have one, create one today. Maybe it’s taking three deep breaths, saying a specific affirmation, or reviewing your biggest sales wins. Whatever it is, make it concrete and practice it until it becomes second nature.

2. Stay in the Present Moment

One of the biggest killers of bounce-back ability is letting your mind drift away from the present moment. When something goes wrong, most people immediately do one of two things—they dwell on the past or they worry about the future.

Dwelling on the past is pointless. You can’t change what’s already happened. Getting caught up in replaying the failure, the rejection, or the mistake only ensures you’ll bring that negative energy into your next interaction.

Equally dangerous is projecting into the future, worrying about what might happen. “What if I never close another deal this month?” “What if my pipeline dries up?” “What if I miss quota again?”

The only thing that’s real is the present moment. The only thing you can control is your next action.

When I’m on the golf course and hit a bad shot, I remind myself to stay present. “This shot. This moment.” Then I refocus and execute. The same principle applies perfectly to sales.

After a tough call, don’t ruminate. Reset. Focus only on the next call, the next conversation, the next opportunity. Nothing else matters.

3. Build Obstacle Immunity Through Exposure

This is counterintuitive for many people, but the more adversity you face, the better you get at handling it. I call this “obstacle immunity.”

Top performers don’t avoid difficult situations; they seek them out, knowing that each challenge strengthens their resilience muscle. Think of it like weight training. The resistance isn’t your enemy; it’s the very thing making you stronger.

Make more prospecting calls than required. Have the tough conversations others avoid. Pursue the challenging deals others shy away from. Each time you face resistance and push through, you’re building your bounce-back capability.

The salespeople who avoid discomfort to protect their egos are the same ones who crumble when inevitable challenges arise. They haven’t built their obstacle immunity.

Scottie Scheffler hasn’t won all those tournaments because he’s never faced adversity. He’s won because he’s faced so much adversity that he’s developed immunity to its effects.

4. Master Your Self-Talk

You’re talking to yourself all day long. The question is: What are you saying?

Are you telling yourself you’re going to win or you’re going to lose? Are you feeding yourself excuses or solutions? Are you reinforcing resilience or fragility?

If you watched coverage of the PGA Championship, you saw plenty of players have emotional meltdowns after bad shots. Remember Shane Lowry’s explosion? Those emotional outbursts might feel cathartic in the moment, but they rarely improve performance.

Notice that Scheffler doesn’t have those explosions. He stays remarkably calm, even when things aren’t going his way. He’s mastered his self-talk.

After a setback, he doesn’t tell himself a story about how unfair it is or how he’s losing his edge. He tells himself he has the ability to bounce back. He teaches his mind to believe it, and then he actualizes it.

Your self-talk creates your reality in sales. Monitor it ruthlessly. Replace destructive narratives with empowering ones. Tell yourself you’re the kind of person who thrives under pressure and bounces back stronger after rejection.

The Most Important Sales Metric That You’re Not Tracking

At the end of the day, Scottie Scheffler is the PGA Champion and the number one golfer in the world not because he never faces adversity, but because he’s mastered the art of bouncing back from it.

He’s a walking example of how to manage disruptive emotions, control your actions and reactions, maintain a winning mindset, and transform setbacks into comebacks.

The sales profession will test your resilience every single day. There’s no escaping the challenges, the rejection, the unexpected obstacles. But like Scheffler, you can develop the mental toughness to not just survive those challenges, but to use them as fuel for your success.

Your bounce-back percentage might be the most important sales metric you’re not tracking. Start today. Build that mental resilience. Watch your results transform.

Remember, in both golf and sales, it’s not about avoiding the rough patches—it’s about how quickly and effectively you play your way out of them.

---

Want more help to build your bounce back muscle and mental resilience? Check out Perform on the X. This brilliant on-demand course, from former Navy Seal Stephen Drum, teaches you Navy Seal tactics for performing at your best, in high-stakes situations, when everything is on the line.