Stress Less, Sell More: 220 Ways to Prioritize Your Well-Being, Prevent Burnout, and Hit Your Sales Target

ISBN-13: 9781394153398 / Angielski / Twarda / 2023 / 288 str.

Jeff Riseley

Recenzje

"FINALLY, a book that speaks to the power of the human condition in sales and showing up for ourselves, our people, and each other to still achieve exceptional results with our buyers. Jeff has done an exceptional job of providing a meaningful framework backed by science while making?@it easy to read and actionable all at the same time. This quickly made its way to my 'must read' list and will be something I reference often. It's a critical?@topic, and?@it's that good to boot!"--Amy Volas, Founder and CEO, Avenue Talent Partners"Jeff has not only put a microscope on the endemic holding back sellers and sales teams but provided the antidote with daily learnings you can easily implement that will lead to better mental health and stronger sales performance. Stress Less, Sell More is essential reading for today's seller and sales leader."--Brandon Fluharty, Founder, Be Focused. Live Great."Finally, a resource for salespeople and sales leaders that covers all the OTHER things needed to BE successful. Most sales books are about what to do to close, this book is about covering all the things you need to do to BE a world class salesperson and leader. As TFOMSL I believe every leader should not only ready this book but implement as many of the tactics as possible."--Kevin Dorsey, The Father of Modern Sales Leadership (TFOMSL)"No one understands the impact stress is having on modern sellers better than Jeff. In Stress Less, Sell More, Jeff has created a detailed and eminently practical operating system for sellers to use to manage the inevitable pressures and stress of selling and take charge of their mental and physical well-being."--Andy Paul, Author of Sell Without Selling Out"This book contains all the thoughts salespeople have had for decades and never been able to discuss."--Richard Harris, Founder, The Harris Consulting Group

Spis treści

How to Use This Book xvJanuary 1Quota Relief 2Compounding Health 3PIP 2.0 4Sales Sabbaticals 5Intrinsic Motivation 6Work Hard, Play Hard 7Kobe 9The Problem with Slack 10Slack Hygiene 11Eight Rules to Live By 12Take Your Breaks 13The Problem with Process 14VP Sales Enablement 15Interview Questions 16LeBron James 17Daily Vitamins 18Advice from a Friend 20Remove Your Blockers 21Hiring Process Burnout 22Sharing Bad Habits 23Endnotes 23February 25Listen to Your Body 26Stop the Hamster Wheels 27Being Present 28Sales Role Models 29Recognition vs Praise 31Treat Them like Family 32Who Will Be More Motivated? 33Two Tennis Balls and a Sock 34When You're Not 100% 36How to End Stigmas 37The Date Jar 39Who's More Responsible? 40David vs Goliath 41Rejection Handle 42Dangerous Expectations 43You Need a Hobby 44Do Wellness Initiatives Work? 45Save Past Experiences 47Responding to Good News 48Changing Jobs 49Endnotes 50March 51"Grinding" in Sales 52Fight Together, Not Alone 53Motivation Bucket Checklist 54Meaningful Work in Sales 55Connecting through Failure 56The Problem with Rewards 57Pattern Interrupts 58Steve Kerr 59Am I Experiencing Burnout? 60What Are We Doing? 61Vulnerability Paradox 62Revenge Bedtime Procrastination 63Not Programmed to Exercise 64Sales Is a Marathon 65Stoicism and Resilience 66Burnout and Control 67"Squeezing" Salespeople 69Formula 1 70My Team "Looks" Healthy 71Mindful Eating 72Endnotes 72April 73Messy Humans 74Exercise for $25,000? 75Drinking Culture in Sales 76Prioritize Mental Health 77Collaboration in Sales 78Sales Training Confusion 79Lark or Owl? 80Have or Have Not 81Getting Mental Health Wrong 82Languishing 83Emotional Experiences 84Napping in Sales 8520 Extra Days 86Don't Be a Homer 87Take a Mental Health Day 88Control What You Can Control 89Get Involved 90Protect Your Players 91Your To-Do List 92Proactive Sales Onboarding 93Endnotes 93May 95Say NO More 96Recovery Metrics 97Personal Growth 98Unlimited PTO Is Not Enough 99Contents ixClimb Down into the Hole 100Mental Health Cost Calculator 101Uncle Ben 103Stop and Check 104The Wim Hof Method 105The Power of "Yet" 106Visualizing Sleep 107Where Is the Off-Ramp? 108Toxic Sales Dashboards 109Sharing Openly 110Why Are You Angry? 111Components of Hope 113Not Feeling Motivated? Read This 114Impact of Job Security 115Being Supportive 116Choosing the Right Type of Meditation 117Endnotes 117June 119Craft, Mind, and Body 120Who Do You Want to Be? 121The NFL and Sales 122It's Showtime! 123The Power of Appreciation 124Grab an Umbrella 125Corporate Greed 126Learning a New Skill 127Be Like Mike 128What Are You Feeling? 129Endnotes 129July 131Back from Vacation 132Your Signature Move 133Empowering Sales Teams 135Top-Down, Bottom-Up 136Eustress vs Distress 138Benefits of Meditation 139Emotional Literacy 140Compound Resilience 141Block the Sales Dashboard 143Upper Limit Happiness 144The Right Action 145Hearing vs Listening 146Distanced from Work 147Competing Perspectives in Sales 148Top Performers 149The Bus Stop 150Overtraining 151Afternoon Coffee 152Email Apnea 153Theory X or Theory Y 154Endnotes 154August 155Uncoupling from Fear 156Courageous Vulnerability 157Mindset Matters 158Praising Effort and Learning 159Perception and Targets 160Becoming a CEO 161ABCs of Anxiety 162Sales and Masks 163Five Dysfunctions of Mental Health 164Your Voice Matters 165Mindset and Algorithms 166The Anxiety Cure 167Action Thinking 168Interview Candidates 169Dark Horses 170Wellness Day Problems 171Social Impact 172Get in Touch 173Delivering Bad News 175Stop Making Excuses 176Endnotes 176September 177Stop Wasting Time 178Suicide Prevention 179Push-Ups and Sales Burnout 180Sales Biases 181Types of Sales Stressors 182Swing Votes 183Fear of Loss 184Doing the Dishes 185Control Your Information 186Bad Outcomes of Success 187The Pre-call Ritual 188Needs vs Wants 189Sales Needs Emotion 190Drinking on the Job 191Playing the Long Game 193No One Is Wearing Shoes! 194High Strain Activities 195Stop Aiming for Perfect 196Intermittent Fasting 197Input-Focused Mindset 198Endnotes 199October 201You Don't Need Years of Experience 202Starting the Conversation 203No Brakes 204What Is Empathy Really? 20530 Days of Sweat 206Ryan Reynolds 207RATT 208Working for Workers Act 209Stop Comparing 210Your "Spidey-Sense" 211More Sleep = More Sales 212"I'm a Failure" 213Seasonal Changes 214Maybe They 215Trust Recession 217HALT 218Be Kind to Each Other 219Did I Matter? 220Fix Yourself First 221Hope in Sales 222Endnotes 222November 223Buyer Mental Health 224Mastery Manipulation 225Super Mario 226Failure in Sales 228"Feeling Lucky" 229The Drivers 230Seeds of Growth 231Planning to Miss 232Story Editing 233Instant Gratification 234Don't Speak Up 235Rehearsal Loop 236Small Actions Matter Most 237Buyer Ghosting 239Challenging Experiences 240The PIP 241Becoming a Chameleon 242The First Call 243Jeff Goldblum 244The Off-Season 245Endnotes 245December 247Your Inner Citadel 248Building Empathy 249Law of the Lever 250Bad Is Stronger than Good 252Keeping It Objective 253Finding the Present 254How Supported Do You Feel? 255Naïve Realism 256Stress-Enhancing Mindset 257Sleep Best Practices 259Endnotes 260Afterword: Salience Bias 261About the Author 263Index 265

O autorze

JEFF RISELEY is the Founder of the Sales Health Alliance, a group of sales leaders and health experts building awareness around mental health in sales. Sales Health Alliance is the first company focused on helping sales professionals improve their performance through better mental health. It uses strategies from fields including positive psychology, neuroscience, and physiology to help sellers feel and perform better each day.