Sometimes salespeople do their internal homework, start creating amazing results and then experience anxiety around keeping up the momentum.
When this happens, it’s like sticking a pencil in a fan and sabotages success.
The goal is to ride the magic carpet of Momentum with grace and ease.
One way to keep focused is to consistently remind yourself of your achievements. I recommend that you create a word document each morning, date it and entitle it “Achievements.” Throughout the day add the itty bitty achievements that you experience, for example, called a prospect; scheduled a webinar; connected with someone on linked in; sent and inmail and they responded; left a power-packed value add voicemail; resisted the temptation to look at the news; sent a link to an article to a client; ate a healthy lunch; etc. Most salespeople do not acknowledge their achievements, unless they hit a home run. Recognize the small achievements and you’ll experience bigger and bigger achievements.
Also, recommend that you start out each day listing at least five (5) things that you are extremely grateful for, i.e. your rear-view mirror, your beautiful spouse, your attitude, your tennis buddies, etc. What you think about most of the time you get. When you are focused on what is working, guess what? You create more of what’s working!!
This activity dispels the anxiety around sales performance and momentum.