Sales Health Alliance

Learn How To Hit Your Quota Without Burning Out (FREE 5-Day Mini-Course) 🔥🔥🔥 : https://lnkd.in/gFYgnChk

Are you "languishing" today? 😪 The popular NYT article defines this term as the feeling we get when we're feeling somewhat joyless, purposeless and aimless. "You don't have symptoms of Mental Illness, but you're also not the picture of someone who is thriving with your Mental Health either." - Adam Grant So what can you do on days when you're languishing? Here is a six-step process you can follow: STEP ONE - Set Your Vision 🏔 One week, one month and one year from now - ask yourself, who do you want to BECOME that would make you proud? Example: A better salesperson, parent, partner, entrepreneur, runner, chef, etc. STEP TWO - Define Your Why 🔥 Why is it important that you become this person? Why would becoming this person be meaningful to you? Who would becoming this person help other than yourself? This is your motivation. Write it down and create a visual cue so it's easy to see. STEP THREE - Pick an Action 🎬 What is one small action or behavior you can take RIGHT NOW to start becoming that person? Example: Put your gym clothes on, buy a website domain, read that book, take that online course, call that lead, text that person, etc. Write it down. STEP FOUR - Countdown from 10 seconds ⌛ Say out loud and with conviction: "No matter what happens in the next 10 seconds, I'm going to DO the action I've written down in Step three when I get to zero." By adding a “time stress” component, this will stimulate the release of a tiny bit of adrenaline and cortisol that will get your body moving. Then count yourself down from 10 seconds out loud so it feels more real. STEP FIVE - Go 🏃♂️ STEP SIX - Repeat steps three through six. 💫 ---- Our mood follows our behavior and it's through action that we can shift our feelings and thoughts towards a more positive state. 🧠

Do your sales reps have a “signature move”? All the great athletes have a signature move and so should each rep on your sales team. Michael Jordan had a fade-away. Kareem Abdul-Jabbar had a skyhook. Tim Duncan had a bank shot. Ronda Rousey had an armbar. Muhammed Ali had his “shuffle”. Serena Williams has her serve. Now in sales, a signature move is not a way to close deal... It's an unstoppable way to rebuild confidence and repair self-esteem after a setback like getting rejected on a cold call or losing a deal. Read more about what they are and how you can create one below. https://lnkd.in/gAV6ibcg

Have you ever noticed that when bad things happen, they tend to stick to us much longer than when something good happens? 🤔 “Bad is stronger than good” is a phenomenon researchers have been studying for years. It refers to the data that proves the psychological effects of bad things outweigh the effect of good things on humans. 📈 For example, research on relationships shows that the presence or absence of negative behaviours is more strongly related to the quality (bad or good) of the relationship, than the presence or absence of positive behaviours. This means increasing positive behaviours (ex: helping out around the house) will impact the quality of the relationship far less, than decreasing negative behaviours (ex: cheating). We can apply this phenomenon to sales 💸: Reducing negative client experiences like removing product bugs or delays, will increase the chances of closing a sale more than increasing positive client experiences, like delivering an engaging sales demo. We can apply this phenomenon to teams 🏀: Reducing negative behaviours causing burnout in your culture like bullying and unachievable target setting will do more for improving your team's Mental Performance, than a positive behaviour like investing into a wellness initiative. We can apply this phenomenon to individuals 😎: If you’re a daily smoker who is trying to become healthier, reducing the frequency in which you smoke will do more for improving your health, than eating healthy. Today focus on bringing more awareness to your bad habits, toxic relationships and negative things in your life that are holding you back. Rather than investing more time into good things, good habits and good friends; focus on removing the bad ones first. That’s a more efficient way to move forward. 🧠

Working in sales can often feel like a "grind" 😪 Here is the number one thing you can do to break this pattern and unlock your mental performance 👇 Shoutout to Pavlin Hristov and Charles Martelli for having me on the MongoDB 1% Better Podcast. This is an internal initiative and podcast series they're leading with their GTM team to address the often overlooked - mental game in sales. Very cool to see this topic starting to get more attention 🧠

Would you describe working in sales like an emotional roller coaster? 🎢 If you agree - then this is exactly why 6 month engagement surveys don't work for salespeople. These surveys are the equivalent to asking a Poker player how they're feeling when they're "playing on tilt" after experiencing a really big win or a really big loss. For example... Do you think a poker player would be able to accurately describe "how things are going" when they're emotional after 1 hand? Or would it be better to ask them how they're doing after each set of 4-5 hands and average the sentiment over the course of the game? Obviously the latter is better. But the former is happening in sales. 😅 Depending on when that 6 month NPS/engagement survey hits the inbox of your salespeople, it's very likely that the vast majority of salespeople will be on tilt and emotional. They're riding high on a deal they just closed 🤑 Or riding low on a deal that they just lost, which put them behind target. 😰 Not to mention the 1000s of other stressors they face on a daily basis. As a result - the data you collect on "how your sales team is doing" will be filled with polarizing answers that don't necessarily paint a clear picture of how salespeople are actually feeling. Sure - you could argue that these polarized answers average out, but I certainly wouldn't want to make any important decisions or build a strategy around "emotional data". Would you? The solution is to get consistent with checking in on how your team is feeling, so you can build a proper strategy to support them with clear sentiment data you collect over time. 🧠 Check out the Free Stress Less, Sell More program in which you can find a handy Burnout Calculator in Module One.

Have to say I was surprised by the results of this study - but it's good to know that serious positive health impacts can still be made for Weekend Warriors, busy parents and busy sellers 👇 Even if they're only able to exercise once or twice a week. A Weekend Warrior was defined by the study as anyone who was able to to achieve the minimum health guidelines of meeting 150 minutes of moderate-to-vigorous physical activity per week 🏃♂️ And they were accumulating more than 50% of their activity across one to two days. (This was not necessarily Saturday and Sunday, but any one or two days of the week). Compared to their inactive counterparts, Weekend Warriors experienced some pretty incredible benefits: 👇 - 26% lower risk of developing dementia. - 21% lower risk of stroke. - 45% lower risk of Parkinson's disease. - 40% lower risk of depression. - 37% lower risk of anxiety. I'm a big believer in exercising or finding ways to move your body every morning because it helps jump start my day. But this isn't realistic for everyone. Life can get crazy sometimes. 😣 And exercising can feel overwhelming during these times. But you can leverage the data from this massive study to motivate yourself to get the minimum in and feel confident knowing that you're still making a huge difference on your health. 📈 🧠 Even if you're only able to exercise a couple days each week. https://lnkd.in/gmmrZz8S

Saying Yes also means saying No. 🙅♂️ My partner recently reminded me of the importance of saying “No” when making decisions and choices each day. Saying Yes to opening one door, means you’re saying No to opening a different door. There is always a trade-off. Saying Yes to overworking while working from home… Means you’re saying No to spending more time with your family and a good night’s rest. 👨👩👧👦 Saying Yes to a client request you know your team can’t deliver in order to close the sale… Means saying No to setting proper expectations with the client and managing your teams’ workload effectively. 😥 Saying Yes to sending your colleagues an email or Slack message after hours or on weekends… Means saying No to setting proper boundaries for yourself. 🧠 We live in a sales culture that makes us constantly feel like we have to “fit in” and “people please”. We feel like we have to always say “Yes” for other people to like us. We become obsessed with chasing who others want and need us to be and it's within this world we burnout. 😣 There is no room for what we WANT and what we NEED and it becomes impossible to be our authentic selves. The more depleted our wants and needs become – the less resilient we become to stress. As Brene Brown states in her book – The Gifts of Imperfection: “It takes courage to set boundaries” Setting strong boundaries and saying No to things that others believe you should say yes to, makes you vulnerable to their judgments. But within these vulnerable moments you also show strength. 💪 In a world of Yes people – the word No stands out. Over the next few days, be mindful of what you're saying Yes to and ask yourself: "Is this what I really want or need right now?" 🤔 Make sure saying Yes - doesn't mean you're opening the wrong door and saying No to the things that matter most. The things that truly make you happy and help you recover from a stressful day of work. 📈 ----------------- Free Stress Less, Sell More mini-course now available on our website.

Sales Leaders are you setting your Sales targets like Homer Simpson? 🤔 I will never forget watching Homer dancing around on the Simpsons many years ago singing: "I am so smart!... S... M... R... T..." After he lit his own house on fire. 🚒 What a complete fool I thought. No one would respect a person like that in real life... And they don't. So sales leaders are you setting "SMRT" sales targets and or are you setting "SMART" sales targets? S - Specific M - Measurable A - Achievable 💡 R - Relevant T - Time-Specific In fact, the data I've collected on thousands of sellers has shown that when sellers strongly disagreed their targets were achievable... Only 20% rated their mental performance as good or better. 📉 If you leave out the "A" and make your sales targets unachievable, your sales team will become resentful, they'll be more susceptible to burnout and they will lose the motivation they need to perform at a high level. You will literally be burning the house your sales team lives in to the ground. Do you really want to burn your sales culture to the ground? No. Do you really want to be the Homer Simpson of sales? No. So get SMART about it. 🧠 Don't be a Homer.

Why do we wait so long to prioritize our mental health compared to other aspects of our life? 🤔 When it's raining, you grab an umbrella so you don't get wet. When it's snowing, you grab a coat so you don't get cold. When you're playing football, you grab a helmet so you don't get hurt. Every single day we make choices that help protect our Physical Health from various environmental stressors that we expect to face in the near future. These choices help us feel comfortable, calm, safe and ready to perform our best. So why is it, that we don't make these same choices to protect our mental health in sales? 😥 Sales is filled with hundreds of environmental stressors that occur regularly... ● Missing Target. ● Angry Customers. ● Rejection. ● Micromanagement. ● Starting at zero. ● Ghosting. ● Losing a Deal. ● Inter-Office Politics. ● Customers Churning. ● Deals getting pushed back. But every day... Millions of salespeople wait until they're "wet", "cold" and "hurt" before they start making choices to improve their mental health. As a result they feel anxious, stressed, overwhelmed and more likely to underperform. 📉 Why do you think that is? Why do most salespeople and leaders wait to protect their Mental Health? Brainstorm your reason today and think about how you can make it easier for yourself to grab that “umbrella”, “coat” or “helmet” you need to protect your mind. 🧠