Tanya Sale reveals why we need to stop being ‘busy’

Q. What has been the secret to your success so far?

I never compromised. I was always going to be my authentic self. The biggest bit of advice or guidance that I would give anybody wanting to advance is ‘be your authentic self’

Bring that person to the table. You see it [so] many times around the boardroom or meeting table; people hold back because they’re scared that they’re going to ask (what they think is) a stupid question. No question is ever stupid. Some of those questions that come out are actually really, really good. Always bring your authentic self because that’s who people want to see.

Q. What do you think holds people back from being productive and as successful as they can be?

I started watching and listening to when someone would give me a call and I would automatically say: “Oh, my God, I’m so busy”. And then the response would be: “Oh, my God, so am I.”

This has got to stop. By saying ‘I’m so busy’, as often as we all do, it really stunts our mindset of possibility, creativity, and, I believe, productivity. It’s saying to the caller [that you are] unapproachable [and] they feel guilty that [they’ve rung you] and only want to keep you for a minute. That shouldn’t be the way it is. They’ve rung you for a reason.

It really hit home for me recently that [maybe] I am missing out on opportunities. So there’s a lot of things that go along with that dialogue that we have to change because it does have a negative impact on the whole situation.

Q. How do you deal with difficult personalities?

There are so many personalities in every business, in every industry. I guess it’s just trying to work your way around the personality or the personalities. It comes down to relationship building. It’s about reading the room, reading the personalities, reading the people. And if you can do that and start forming relationships on that side of things, then further down the track, that person that you have formed a relationship with would go, “You know what? You bring your authentic self to the table.”

Q. What advice would you share with someone starting out in financial services?

It’s about learning on the way. Don’t hesitate. You don’t have to be a guru at everything, but you have to want it. You really have to want it. Because it’s quite a journey. And being female in this journey can be daunting, it can be intimidating. But you’ve just got to show resilience in not copping any rubbish that goes on just because you’re a female. If people think that that’s gone – it’s not. It’s still around in every industry.

Q. Any words of support for women in finance needing some inspiration?

I keep on going back to the authentic self. I think you should always bring yourself to the table.

If you believe in something, say it. Don’t be intimidated. I know it gets very hard sometimes. But back yourself. You’ve got to back yourself every single time. There’ll be times when you get knocked down. You’ve just got to dust yourself off and get back up again. Because when you do get knocked down and get back up, you’ve learned something.