Stress Less, Sell More

JUNE

JUNE, Day 101: Craft, Mind, and Body

The entire sales industry is playing checkers, when they should be playing chess because we're getting high performance wrong in sales right now. My friend Tom Short broke this down for me in the simplest way, which any sales leader or individual contributor should be able to understand.

Developing a high-performing team or individual in sports or sales requires simultaneously developing three key pillars:

1. Your craft;
2. Your mind;
3. Your body.

In my experience, 95% of sales organizations are investing 100% of their training budget and time into “craft.” They're forgetting that sales is primarily a mental game, which requires equal investments of time and practice into improving the mind and body. If you want to be a top performer or top team, then mental health is not something you try to squeeze in if you have time. It's not something to be feared and swept under the rug. It's also not something you check off in hopes of avoiding a wrongful dismissal lawsuit. Prioritizing mental health is the key to high performance that everyone in sales is missing. It unlocks the door to becoming a pro.

JUNE, Day 102: Who Do You Want to Be?

As kids, we were all asked, “Who do you want to be when you grow up?” We need to keep asking it as adults because it ensures we're consistently working toward a future version of ourselves.

The reason this question is so powerful is because it asks children to think about who they want to become when they're ...