Mistake #1: Playing Not to Lose Instead of Playing to Win
- Reps playing it safe instead of embracing challenges.
- They focus on not messing up instead of improving consistently.
- Fear of rejection leads to avoiding tough prospects, neglecting leads, and lost opportunities.
- Shift from “I don’t want to fail/get rejected” → “How can I create the best opportunity to win?”
- Help reps reframe rejection as a learning tool, not a personal failure.
- Encourage the uncomfortable actions — the best sales reps take bold action.
Mistake #2: Multitasking Instead of Deep Focus
- Reps constantly bounce between emails, Slack, CRM updates, and social media.
- Calls feel disconnected because they’re thinking about the next meeting instead of the conversation at hand.
- They end the day feeling busy, but not productive.
- Train your team to batch tasks — set aside dedicated time for prospecting, outreach, and deep work.
- Implement a pre-call reset ritual (30 seconds to clear distractions and lock in).
- Set “focus blocks” where notifications are off, Slack is closed, and reps can work distraction-free.
Mistake #3: Letting Stress Negatively Affect Performance
- One bad call or tough rejection throws off their whole day.
- Stress and pressure cause emotional reactions instead of strategic decisions.
- Reps get caught in fight-or-flight mode, making them reactive instead of proactive.
- Help reps develop emotional reset strategies (breathing techniques, movement, reframing setbacks).
- Encourage stress awareness — spotting when emotions are clouding decision-making and negatively impacting performance.
- Instill a “next play mentality” — every call is a new opportunity, regardless of what happened before.
4?? Mistake: Waiting for Motivation
- Reps say "I'll get to it when I feel motivated" instead of sticking to a consistent process.
- They rely on mood and energy levels instead of a structured system.
- Productivity is inconsistent, leading to missed opportunities and rushed efforts at the end of the month.
- Teach the difference between motivation (temporary) and commitment (consistent habits).
- Have reps set process-driven goals (daily outreach, follow-ups) instead of only outcome goals.
- Use the 2-minute rule — if motivation is low, commit to just starting the task for two minutes.
5?? Mistake: Focusing on the End Goal Instead of the Process
- Reps get overwhelmed thinking about big quotas and revenue goals.
- They feel like they’re failing if they’re not closing deals every day.
- The pressure makes them freeze instead of taking consistent action.
- Shift focus to small, winnable moments (great calls, strong follow-ups, key conversations).
- Encourage daily progress tracking — momentum builds confidence.
- Remind reps: Big wins come from small, consistent actions done well over time.
Small Mindset Shifts Create Big Sales Wins
The best sales professionals don’t simply master strategy. They master mental performance.
If your team is struggling, it’s not just what they’re doing — it’s how they’re thinking.
Want to help your team develop the mental skills they need to perform at their best? DM me. Let’s talk!
