Why A Strong Mindset Isn't Enough In Sales
There are a lot of Mindset Sales Coaches putting out some amazing content right now, but improving your Mindset is just one part of bettering your overall sales and mental performance.
What is Mindset?
Mindset is defined as a collection of beliefs, attitudes and opinions TOWARDS yourself and the world around you. These beliefs, attitudes and opinions will drive your thoughts and where you focus your Attention.
Where you place your Attention or what you focus on, will have a significant impact on your beliefs, attitudes and opinions ABOUT yourself and the world around you (i.e. self-perception and perspective).
Simple Example (Losing a Deal):
If you "believe" losing a deal is dangerous and will lead to you getting fired; then you're more likely to focus on the negative and threatening aspects of losing a deal - hence feeling anxious.
If you "believe" losing a deal is a setback that you can learn from; then you're more likely to focus on the learning and growth opportunities that losing a deal provides - hence feeling optimistic.
How Do We Change Our Mindset?
The best part is, we can change our Mindset by injecting new beliefs, attitudes and opinions into our thought pattern, that will help us become resilient to stressors by perceiving them in a more positive light.
Often these new beliefs, attitudes and opinions will be classified into buckets like:
Mindset Coaches will teach you how to use these strategies effectively and interrupt negative thinking patterns that are derailing your performance.
Why A Strong Mindset Isn't Enough
The shortcomings of a Mindset coach or Mindset only strategies is they are a TOP DOWN approach to controlling stress and our emotions.
This means using these new "Mindsets" to reframe and reshape how we're perceiving our environment requires the use of our Prefrontal Cortex.
This part of our brain is responsible for logic, creativity and rational thinking - AKA implementing our "Mindset strategies''.
The problem with relying on this part of our brain 24/7 to keep us mentally resilient, is it requires A LOT of energy to use.
That's why it's easy to say:
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"This is going to be an AMAZING day" in the morning..."
But then feel defeated, unmotivated and negative by the end of the day when we're tired.
It's also why we may feel frustrated with a manager when they say "just think positively" or some other "logical" statement, after we encounter a stressor that has us worked up and emotional.
We want to "think positively" and "learn from failure" - but we can't
The Prefrontal Cortex is out of juice and powering down, making it difficult to execute on helpful Mindset strategies that would have worked earlier in the day.
Enhancing Our Mindset With BOTTOM Up Strategies
Yes Mindset Strategies will keep this Prefrontal Cortex online longer, but if we're working in a toxic environment, suffering from trauma, experiencing burnout, in a state of distress, anxious, not sleeping or not using our energy efficiently throughout the day...
Then our Mindset will likely erode over-time and become less resilient.
TOP DOWN strategies are extremely important...
But learning BOTTOM UP strategies that show us how to use our physiology to help us shutdown our stress response are equally as important to feeling and performing our best each day.
They also help protect our Mindset.
Here are some very basic examples that show the difference:
You might look at the table above and think:
Sounds easy enough - I can do that.
But if you're reading this article while feeling anxious, defeated, tired or worried about how you're going to hit your sales target this month...
Then you likely need some help with a proper mental performance operating system that will help you develop a structured process to win the mental game and earn more in sales.
Inside Project Mamba you'll learn that operating system, which is home to +80 micro-learnings, weekly group coaching calls and a 24/7 AI performance coach to support you anytime you're feeling overwhelmed or defeated.
Hopefully see you inside!
I help early-stage founders build sales systems that work. | Founder @ Battle Tested Sales??? | 2x Founder
1 个月This is so key. The leader talk about mindset while making their employees not feel supported all at the same time. Instead of talking about it, they will get more out of their team by showing the team they are behind them.
Ent AE | Mindset in Sales | Mother of BDR's
1 个月Loved the article Jeff!! It definitely is a combination of both that works best. The actions that we take on a daily basis send signals to our brain that we are safe, loved and supported. You can’t tell your brain one thing and then do another. It will catch eventually catch on. Keep sharing!! The world needs to hear it! ????????????
The Corporate Healer ?? Expand your capacity to live life ALIVE & achieve more - without burnout - using my CAMI framework | Master Stress, Balance Energy, & Integrate Wellness | 3x Presidents Club at Vena
2 个月Looking at life from one dimension will never get you where you want to go. Especially when navigating high pressure work! We’re multidimensional and that means looking at life from all angles - mindset being one, but not the only. Such an important conversation. Always a fan of your content Jeff Riseley ??
PCH | Driving Global Supply Chain Excellence & Sustainability | Microsoft Oracle Panasonic | Executive & Leadership coach | Emotional Intelligence Ei3P practitioner ??
2 个月Excellent article Jeff ??
Crafting Sales Enablement Systems ?? Turning Inconsistent Sales Execution into Scalable Success | Mindfulness & Emotional Intelligence in Sales | MEDDPICC Certified | ICF Business Coach | Meditation Teacher ????♂?
2 个月Love the distinction between bottom-up and top-down strategies Jeff - As always, bringing some new language and clarity to very "intangible" topics.