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

How to Use This Book xv January 1 Quota Relief 2 Compounding Health 3 PIP 2.0 4 Sales Sabbaticals 5 Intrinsic Motivation 6 Work Hard, Play Hard 7 Kobe 9 The Problem with Slack 10 Slack Hygiene 11 Eight Rules to Live By 12 Take Your Breaks 13 The Problem with Process 14 VP Sales Enablement 15 Interview Questions 16 LeBron James 17 Daily Vitamins 18 Advice from a Friend 20 Remove Your Blockers 21 Hiring Process Burnout 22 Sharing Bad Habits 23 Endnotes 23 February 25 Listen to Your Body 26 Stop the Hamster Wheels 27 Being Present 28 Sales Role Models 29 Recognition vs Praise 31 Treat Them like Family 32 Who Will Be More Motivated? 33 Two Tennis Balls and a Sock 34 When You're Not 100% 36 How to End Stigmas 37 The Date Jar 39 Who's More Responsible? 40 David vs Goliath 41 Rejection Handle 42 Dangerous Expectations 43 You Need a Hobby 44 Do Wellness Initiatives Work? 45 Save Past Experiences 47 Responding to Good News 48 Changing Jobs 49 Endnotes 50 March 51 Grinding in Sales 52 Fight Together, Not Alone 53 Motivation Bucket Checklist 54 Meaningful Work in Sales 55 Connecting through Failure 56 The Problem with Rewards 57 Pattern Interrupts 58 Steve Kerr 59 Am I Experiencing Burnout? 60 What Are We Doing? 61 Vulnerability Paradox 62 Revenge Bedtime Procrastination 63 Not Programmed to Exercise 64 Sales Is a Marathon 65 Stoicism and Resilience 66 Burnout and Control 67 Squeezing Salespeople 69 Formula 1 70 My Team Looks Healthy 71 Mindful Eating 72 Endnotes 72 April 73 Messy Humans 74 Exercise for $25,000? 75 Drinking Culture in Sales 76 Prioritize Mental Health 77 Collaboration in Sales 78 Sales Training Confusion 79 Lark or Owl? 80 Have or Have Not 81 Getting Mental Health Wrong 82 Languishing 83 Emotional Experiences 84 Napping in Sales 85 20 Extra Days 86 Don't Be a Homer 87 Take a Mental Health Day 88 Control What You Can Control 89 Get Involved 90 Protect Your Players 91 Your To-Do List 92 Proactive Sales Onboarding 93 Endnotes 93 May 95 Say NO More 96 Recovery Metrics 97 Personal Growth 98 Unlimited PTO Is Not Enough 99 Contents ix Climb Down into the Hole 100 Mental Health Cost Calculator 101 Uncle Ben 103 Stop and Check 104 The Wim Hof Method 105 The Power of Yet 106 Visualizing Sleep 107 Where Is the Off-Ramp? 108 Toxic Sales Dashboards 109 Sharing Openly 110 Why Are You Angry? 111 Components of Hope 113 Not Feeling Motivated? Read This 114 Impact of Job Security 115 Being Supportive 116 Choosing the Right Type of Meditation 117 Endnotes 117 June 119 Craft, Mind, and Body 120 Who Do You Want to Be? 121 The NFL and Sales 122 It's Showtime! 123 The Power of Appreciation 124 Grab an Umbrella 125 Corporate Greed 126 Learning a New Skill 127 Be Like Mike 128 What Are You Feeling? 129 Endnotes 129 July 131 Back from Vacation 132 Your Signature Move 133 Empowering Sales Teams 135 Top-Down, Bottom-Up 136 Eustress vs Distress 138 Benefits of Meditation 139 Emotional Literacy 140 Compound Resilience 141 Block the Sales Dashboard 143 Upper Limit Happiness 144 The Right Action 145 Hearing vs Listening 146 Distanced from Work 147 Competing Perspectives in Sales 148 Top Performers 149 The Bus Stop 150 Overtraining 151 Afternoon Coffee 152 Email Apnea 153 Theory X or Theory Y 154 Endnotes 154 August 155 Uncoupling from Fear 156 Courageous Vulnerability 157 Mindset Matters 158 Praising Effort and Learning 159 Perception and Targets 160 Becoming a CEO 161 ABCs of Anxiety 162 Sales and Masks 163 Five Dysfunctions of Mental Health 164 Your Voice Matters 165 Mindset and Algorithms 166 The Anxiety Cure 167 Action Thinking 168 Interview Candidates 169 Dark Horses 170 Wellness Day Problems 171 Social Impact 172 Get in Touch 173 Delivering Bad News 175 Stop Making Excuses 176 Endnotes 176 September 177 Stop Wasting Time 178 Suicide Prevention 179 Push-Ups and Sales Burnout 180 Sales Biases 181 Types of Sales Stressors 182 Swing Votes 183 Fear of Loss 184 Doing the Dishes 185 Control Your Information 186 Bad Outcomes of Success 187 The Pre-call Ritual 188 Needs vs Wants 189 Sales Needs Emotion 190 Drinking on the Job 191 Playing the Long Game 193 No One Is Wearing Shoes! 194 High Strain Activities 195 Stop Aiming for Perfect 196 Intermittent Fasting 197 Input-Focused Mindset 198 Endnotes 199 October 201 You Don't Need Years of Experience 202 Starting the Conversation 203 No Brakes 204 What Is Empathy Really? 205 30 Days of Sweat 206 Ryan Reynolds 207 RATT 208 Working for Workers Act 209 Stop Comparing 210 Your Spidey-Sense 211 More Sleep = More Sales 212 I'm a Failure 213 Seasonal Changes 214 Maybe They 215 Trust Recession 217 HALT 218 Be Kind to Each Other 219 Did I Matter? 220 Fix Yourself First 221 Hope in Sales 222 Endnotes 222 November 223 Buyer Mental Health 224 Mastery Manipulation 225 Super Mario 226 Failure in Sales 228 Feeling Lucky 229 The Drivers 230 Seeds of Growth 231 Planning to Miss 232 Story Editing 233 Instant Gratification 234 Don't Speak Up 235 Rehearsal Loop 236 Small Actions Matter Most 237 Buyer Ghosting 239 Challenging Experiences 240 The PIP 241 Becoming a Chameleon 242 The First Call 243 Jeff Goldblum 244 The Off-Season 245 Endnotes 245 December 247 Your Inner Citadel 248 Building Empathy 249 Law of the Lever 250 Bad Is Stronger than Good 252 Keeping It Objective 253 Finding the Present 254 How Supported Do You Feel? 255 Naive Realism 256 Stress-Enhancing Mindset 257 Sleep Best Practices 259 Endnotes 260 Afterword: Salience Bias 261 About the Author 263 Index 265