Oct '21 Selling.2.YES

October 2021

"I'm not buried...I'm fine. (I'm productive!)"

We could fill up a couple pages listing the necessary ingredients that lead to success in B2B sales. But these days, with zoom selling as the norm, we’d have to list calm, organized, and methodical thinking near or atop the list. But how can you remain calm and calculating tackling daily challenges when you’re swamped…buried…under water? (Pick your metaphor.)

We’re not getting in front of our customers like we did before March 2020 and we’re not benefiting from office interactions either. Meanwhile, the pace and stress of our work continues to grow exponentially.

Is it any wonder we’re hearing (and saying) “I’m so swamped,” “I’m buried,” and “I’m crazy…I’ve never been busier” from the mouths of those who drive revenue? Those third-rail mutterings are now heard across the board from sellers, sales managers, and all other revenue enabling personnel.

And now it’s October, and we have to sprint. Ugh.

(Breathe!)

The good news is there are specific things you can do to feel less swamped, less manic, and more positive about your daily grind.

First, remember what you’ve learned about spoken words…they not only reflect beliefs but often dictate them too. While your chance of winning the lottery will not change even though you say “I’m gonna win the lottery” twenty times a day, the words you use can very much shape your attitudes, opinions and ultimately, your approach.

What good does it to repeat, “I’m so swamped” to everyone with whom you talk? Do they care? Does it change anything? You wouldn't say "I'm buried and can't breathe" to a client, would you??

Nope.

Suggestion Number 1: don’t let the words “I’m so swamped,” or “I’m so buried” come out of your mouth. You may feel it, but you don’t need to say it. OR, at least change the sentence so that the melodrama is replaced by affirmations or aspirations. How’s this: “I’m temporarily very busy, but I will calmly and methodically work through the most pressing tasks.” (Stop with the eye-rolls…SAY IT! Or, say a version that’s in your words.) How about this one: "I'm mowing through the muck, but I’m gonna be alright and make it all happen.” Say something positive, dammit!!!! Don’t succumb!

I’m temporarily very busy, but I will calmly and methodically work through the most pressing tasks.” Stop with the eye-rolls…SAY IT! Or, say a version that’s in your words.

Suggestion Number 2: double down on a time-management (TM) exercise to best understand where you’re spending time, how much of it is inefficient, and how you should and can re-prioritize. I’ve advertised this before, but I have an incredibly strong TM protocol that I teach and would be happy to share it with you. (Time management is something that is very much learned and practiced.)

Suggestion Number 3: start a “Wins Journal”. “What’s that?” you ask. Just as it sounds….create a cloud document with each tab representing the date. Each night at 6pm, open the document and spend 5-10 minutes listing all achievements of your day in the A column. List them big, and small…especially small. To combat the feeling of being out of control and “swamped,” you need to create the feeling of being successful and productive. And there’s no other way to feel that way than by listing the achievements of the day. Do this every night for a few weeks and watch the bounce return in your step. Not only will you eventually benefit by seeing a running history of all your achievements, but you’ll start to push yourself. Perhaps you’ll even do something that nobody likes doing (but yet you KNOW that it’s hugely important)…you will…

Suggestion Number 4: create a Daily Goal list…it supports your Wins Journal and is the ultimate way to overcome feelings of unproductively and drowning. At 6.10pm every night – after you’ve listed your WINS of the day – set some goals for the next day that can be easily met. You should be trying to create feelings and mindsets of success and fulfillment, and the Daily Goal list will help get you there. When ready, ratchet it up. And when it gets thick again, take it down a notch. In other words, proactively manage the expectations and pressure you put on yourself.

Of course there are a ton of other habits and actions we can take to help us become less stressed and more productive…. like “learning to say no,” “focus on what’s truly important and ignore everything else,” and “communicate frequently with those around you on expectations".

If you’re a *sales manager, you need to work extra hard to see the signs that your peeps are at an inflection point (don't even mutter the words "breaking point"). And then you have to act fast. Even all-star producers run hot and, and as we all know, that's not sustainable. For sellers, do some self-diagnosing and talk with your manager when you feel unbalanced. Regardless of your role, the four recommendations above are the default solution. Apply energy to those four suggestions and you’ll start to sleep better because you’ll feel better.

THAT’S my money-back guarantee for this month! Good luck.

* I have good suggestions for sales managers who need counseling on how to have the hard convo with your sellers about stress-management and peak performance for Q4. Call me at 917 207 5183 and I’ll throw a “freebie” your way!

Selling.2.YES newsletter

Selling.2.YES is the monthly newsletter published by Core 6 Management Advisors to enlighten, motivate and stimulate all of us sellers and sales managers on topics that need our attention.

Click here for a fun, quick read on why the newsletter is named Selling.2.YES

Selling.2.YES

October 2021

"I'm not buried...I'm fine. (I'm productive!)"

Selling.2.YES newsletter

Most Popular: