How your Confidence Crisis is Costing you Sales—and how to stop it

Ever walked into a client meeting and felt like a fraud, thinking maybe today is the day you’ll be exposed? You’re not alone. Imposter syndrome can affect anyone, no matter how experienced or successful they are.

You know that nagging voice telling you that your success is just luck and that everyone will figure it out sooner or later. While men experience imposter syndrome too, research from McLean Hospital shows that they often handle it differently - men tend to avoid challenging tasks, while women are more likely to overthink, self-censor, and push themselves even harder. This can make the effects of imposter syndrome particularly tough on women’s careers, especially in sales where confidence is key.

Getty Images VP of Global Sales Enablement Kate Philpot and Hive Perform’s Business Development Director Camille Kempell recently had an honest conversation, sharing personal stories and practical tips on building confidence, advancing your career, and creating a strong support system. Here’s what they shared and why it matters.

Imposter Syndrome: A hidden barrier in sales

Imposter syndrome isn’t just about feeling a little unsure, it’s that constant feeling that you don’t deserve your success and that you’re about to be found out, which can be even more intense for women. The latest McKinsey report highlights that despite progress, women are still underrepresented at every level of the corporate ladder. Men continue to hold the majority of roles and this imbalance is seen across all races and ethnicities. This persistent gap can make women doubt their place even more.

In sales, where projecting confidence can make or break a deal, imposter syndrome can have a direct impact on your performance. It can make you hesitate during pitches, second-guess your strategies, and hold back from pursuing bigger opportunities - all of which can cost you sales.

Tips from our Experts

Imposter syndrome often leads us to stay quiet, over-prepare, or try to follow every bit of feedback we get. But these habits can keep you stuck in a cycle of self-doubt. Here are five practical tips from Kate Philpot and Camille Kempell (watch the full interview) to help break that cycle:

1. Push yourself to speak up, even when it’s uncomfortable: It’s tempting to stay silent when you’re feeling uncertain, especially in meetings with senior leaders or clients. But holding back only reinforces your self-doubt. Instead, challenge yourself to share your thoughts and ideas, even if you’re nervous. Speaking up regularly not only helps you build confidence but it also shows others the value you bring.
2. Prepare like you’re pitching to a top client: Preparation is one of the best antidotes to imposter syndrome. Kate Philpott advises, “prepare the hell out of everything”. The more you know your material, the less room there is for self-doubt. In sales, this means, researching your clients, anticipating objections and practicing your pitch until you feel comfortable and ready to handle anything that comes up.
3. Write down and practice what you want to say: If you’re nervous about speaking up, start by writing down your main points. Whether it’s for a client meeting, a tricky conversation, or an internal meeting with senior attendees, noting what’s been said and how you want to respond can help you organize your thoughts. If you’re preparing ahead of time, practice out loud, roleplay with a colleague or performance platform to get feedback. The more you practice, the more natural and confident you’ll sound when it’s time to speak.
4. Be selective about feedback: Feedback is essential for growth, but you don’t need to act on every piece of advice you get. It’s easy to feel like you have to implement every suggestion, especially when you’re dealing with self-doubt. Instead, take a moment to consider whether the feedback aligns with your own goals and vision. Remember, you have the power to choose what to act on.
5. Track your wins It’s easy to overlook your own successes when you’re caught up in self-doubt: Creating a “sunshine folder” can help. Save positive feedback, client compliments and records of deals you’ve closed - big or small. When you’re feeling uncertain, revisit this folder as a reminder of what you’ve accomplished. Seeing your progress laid out can shift your perspective and help you regain confidence.

Handling rejection in sales without losing confidence

Rejection is a normal part of sales, but it can hit harder when you’re already dealing with imposter syndrome. Instead of taking a lost deal personally, treat it as a learning opportunity. Take time to review what happened and see what you can learn for next time, but don’t let it define your self-worth. Even the best salespeople face setbacks; what matters is how quickly you bounce back and keep moving forward.

How to Get Ahead: Mentorship, sponsorship, and self-promotion

Finding mentors and sponsors can be a game-changer for your career. Mentors offer advice and share their experiences, helping you navigate challenges and develop new skills. Sponsors, on the other hand, actively advocate for your growth, putting your name forward for new opportunities and promotions. It’s worth seeking out people who believe in your potential and want to see you succeed. And when it comes to self-promotion, don’t hold back. It might feel uncomfortable, but sharing your work isn’t about bragging - it’s about making sure your contributions are recognized. Frame it as sharing insights and successes that help your team and leaders understand your impact. The more visible your work is, the more likely you are to get noticed for new opportunities.

Frequently Asked Questions

1. How do I find a mentor or sponsor? Start by networking within your company and industry. Attend events and connect with people whose work you admire. Use LinkedIn to reach out to leaders in roles you aspire to.
2. How can I get over the fear of self-promotion? Change your mindset: It’s not about boasting - it’s about sharing useful insights. Practice talking about your accomplishments with a mentor or friend and remember that highlighting your work helps your team and leaders see your impact.
3. How do I bounce back from rejection in sales? Don’t take it personally. Treat every lost deal as a chance to learn and improve. Review what happened, make adjustments, and move forward. Remember, even top performers face setbacks - it’s how you respond that matters.

For more insights or personalized advice, don’t hesitate to reach out to our speakers directly.

Camille Kempell, Hive Perform

Kate Philpot, Getty Images