Nana Korobi Yaoki: Fall Seven Times, Stand Up Eight
Whether you’re new to sales or a seasoned professional, I’m going to start with something you already know. Sellin’ ain't easy.
"Nos" are as sure as the sunrise.
"Maybe on the next job" is our daily bread, and hearing "I didn't know you sell that" feels like you just got swiped left.
In the middle of putting out a fire at work? Well, your kid just called, texted or FaceTimed you their emergency, and now your fire has to continue burning for a bit.
On days like that, I sometimes like to fall back on wine and cat videos, but more often, I think about lessons from my past.
The Power of Resilience
Nana korobi yaoki is a proverb I picked up at my son’s martial arts class when he was around 10 years old. It translates to "fall seven times, stand up eight." I still use this saying with him today at 20 years old, and I think of it myself after a bad sales call, a bad quarter or – like in 2024 – an awful sales year. In those moments, you have to stand up, dust off and get back to life, the universe and everything.
In sales, when things aren’t going well, that could mean making one more phone call, sending one more email or making one more job site visit at the end of each day. As every leader has explained, part of success in sales is activity. Stand up and make that extra effort when times are hardest; it will pay off.
Lessons from the Hardest Days: Love, Resilience and Support
At home, when things are the toughest, remember the lessons from your past. Rely on your family and community for guidance and support. They have also faced hard times.
If nothing else, use a piece of advice I was given as I entered fatherhood, having confided in a family friend that I had no idea how to be a dad. His response was, “You just gotta love ’em.” At the time, I didn’t understand what he meant. It felt trite. But after 20 years of fatherhood, it makes sense. Remembering those words has helped me through the darkest of family times.
Stand up that eighth time. Move forward. Keep loving them.
Just like in fatherhood, success in sales isn’t something you do alone. It takes a village. And at Hilti, I’ve been fortunate to work in a place where caring isn’t just a value, it’s how we show up for each other.
Keith with fellow Hilti team members.
More Than Metrics: The Power of Compassionate Leadership
One of the foundational blocks at Hilti is our caring and performance-oriented culture.
During my time at Hilti, I have had the pleasure of working directly under two wonderful leaders.
My current leader, Chris York, was a witness to my worst year in sales. I mean, like, THE worst one in my history. It was bad, y’all. I missed my metrics, I missed my forecast, but mostly, I missed hearing my name called as a top performer at the yearly kick-off meeting. Chris was there to coach me through it. He talked me off the ledge, helped me work through the challenges, and listened to me vent. Most of all, he reminded me that this was one year, not my whole career. He helped me stand up.
Seven years ago, when my family life abruptly changed, Scott Harvell was my leader. My teenage son began facing immense emotional, mental and physical challenges as he transitioned into a new life. Often, his challenges became my own and required me to call off work with little warning, leave meetings early or miss events entirely. Scott always exemplified the caring side of our foundation. No matter what I needed, he was there to guide me as a leader. He still does so today, as a friend. No matter what my son needed, I was there. Ryan’s transition taught me how to persevere in the face of adversity, the courage to face a fearful future and the resilience to stand up after each tough day. At the end of those days, exhausted and unsure of what to do next, I did my best and remembered to keep loving him.
Because We Don’t Stand Alone: Finding Strength in Community and Pride
During those times, I also found new connections and friends in our Pride ERG. From California to Maine and into the great Northern lands of Canada, I found co-workers who understood what my family faced, provided guidance and support, gave me friendship and encouragement. With access to the ERG, I was able to educate myself, find resources to better understand my family situation and offer guidance when needed. The ERG was an extra pillar to keep me standing.
In my toughest moments, Chris, Scott and Hilti were at their best.
So, why eight times standing if you only fall seven?
After we are born, we stand for the first time with the help of our families. More than once, my Hilti family has helped me stand after a fall.
It’s the reason I know this is a great place to work.
At the end of the day, I am confident that my team, my friends and my company have my six. In 26 years of sales, no other company has offered that to me.
Happy Pride and Happy Father’s Day.
Explore Opportunities at Hilti
At Hilti, we believe that embracing diversity, fostering community and showing up for one another isn’t just a value – it’s who we are. Happy Father’s Day to all and Happy Pride today and every day. 🌈 Learn more about our caring culture and commitment to Diversity, Equity and Inclusion and explore our opportunities in North America and worldwide here: Jobs | Hilti Careers
