The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 7 months ago

How’s Your Sales Team’s Mental Health? w/ Jeff Riseley

ABOUT THIS EPISODE

The statistics are clear: Every $1 you invest in mental health could yield a $4 return.

In other words, you could potentially 4x your sales team by raising their emotional literacy. How?

Recently on Sales Engagement, I had a chance to speak with Jeff Riseley, Founder at Sales Health Alliance, about supporting the mental health of sales reps.

What we talked about:

  • Prioritizing mental health
  • The 2 parts of your brain that are warring for control
  • Actions reps can take to address stress
  • Actions leaders can take to improve the mental health of teams

Check out this resource we mentioned during the podcast:

  • Jeff built Sales Health Alliance to be a resource before a business
  • The National Suicide Prevention Lifeline number is 1-800-273-8255

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.
 

Welcome to the sales engagefrem apodcast, this podcast is brought you by outreach, the leading sales engagementplatform and they just launched outreach on outreach, the polace tolearn how outreach well does nout reach, learn how the team follows up withevery lead in record time after virtual events and turns them into revenue. Youcan also see how outretwins account based plays, manages reps and so muchmore using their own sales engagement platform. Everything is backed my datapulled from out reach processes and customer base when you're done you'llbe able to do it as good as they do, and to outreach don io on out reach tosee what they have going on. Now, let's get into Teday's episode all right,Hello. Everyone welcome back to the filmes engagement podcast. This isJenedoni Hu one of your host, I'm a sales manager I you're at out reach.This is going to be an exciting one. Today we appreciate all of you spendingthe next twenty o thiee minutes with us. So today, on our show, we have JeffRisley Jeff, welcome to the show nice to be here. Jena, thanks for the forthe invite yeah, absolutely we're really grateful that you're joining ustoday, a little bit of a background for some of our listeners, though so youknow, Jeft has a really unique story that we think is really relevant tostart having some conversations around today. So Jeff is the sounder for saleshelth alliance, which is in Toronto, Canada. He has a very impressivebackground, as both an a and I sales leader across multiple companies beforethis, and you know, started sales helpd thelines around two years ago, which really focuses on you know: empoweringsales, people and sales leaders to reach their peak level of performance,while really focusing on well being through better mental health, which isso unnecessary, especially in the day...

...and age that we live in, and everythingthat's gone on in two thousand and twenty, so in today's podcast werereally going to be focusing on. You know, understanding more behind whymental health and sales is so critical to really ensure that you know we canhit performance, hop longevity success and happiness of the organizations soJEFK. We really appreciate you share in some of your knowledge with us today.Yeah thanks Gona, it's it's definitely a unique time with everything that'sgoing on with the pandemic and politically and all the change thatwe've all been through. So hopefully, this conversation day can kind of helphelp people feel a little more compassionate, a Litte, more supportedand we can start moving the n evil. In this conversation, a little bit moreabsolutely so before we really died in Jeff would love to hear a little bitmore about your journey, and you know what really brought you to the pointwhere you felt called to start something like the sales healthalliance yeah happy to share, because it'sdefinitely been a long, but also very meaningful. Twoyears. I think when I first started talking about Mydolphin sales, it was very taboo. It was like who is thiscrazy person time on metotin sales? This is not a conversation that shouldshould be talked about, nor do we know why it's important, so my story really starts about ten elevenyears ago, when I first started in sales, it was the kind of classicboileroom type of sales environment and is being measured on whether or not Ican make two hundred ollars a day, cheep, two and half hours a talk time.If you weren't, hitting your metrixs, you lek O pretty quickly and I hinkwere cold, calling pitching like whatoiling gas executives for likethese really random conferences hat the company is putting together. So Imanaged to do like really well from this sales standpoint as one of the topbreps in the organization when he all fors, O cool incentives and all thatgood stuff that comes to sales. But behind the scenes I was not. Okay,really bad anxiety. I D struggle with Ansomnia and have panic attacks in themiddle of the night, all in response to...

...the different stressers and the sort of uncomfortable environmentthat sales can create for an a new rep, and I want to see my doctor, whoprescribed me some anxiety medication for two to three months after Isuffered panning attack Butti in the hospital, and I didn't like how manfeel I felt like it. Disconnect me for my intuition and my emotions, and Ifelt like I lost thimg, that that ability to pick up on those microbyingsignals- and that's when I stopped taking the medication and going tosales going to therapy ten years ago was still highly stigmatized and I juststarted to say: Look, I love so much about sales. How do I really start learning about until health? Howdo I learn how the brain reacts in distress? What is anxiety, how like?How is it impact Aman, a regular basis, and I hadn't really realized owimportant. The stuff was until fast forward to July two thousand andeighteen, I've just launched my first sales consulting website and three daysafter I lunched the website was diagnosed with testicula cancer, whichwas a huge curveball, but an eyeopening experience, because the same strategiesthat used to take care of men, health and sales and actually started oexecute on during this next next tressel period of my life, and that'sreally when this idea started to form ore. I was started thinkng I's like wowlike. I definitely can't be the only one stragging with this. I know I'm notthe only one based on he kind f of the relationships I had and when salesseems become anxious. You know depressed and BURNTA their salesperformance starts to suffer. So how can we start changing this conversation?To? How can we start equipping teams o the Eq, the restilients, the mentalhealtraining? They need to respond to rejection, restron to dhistressers in amentally healthy way and achieve pe levels of sales performance. So that'sreally kind of how this journey came about and we're all my focus it'sreally fok is spent is on creating awareness, educating, sales seems andleaders, but also giving them the tools they need to perform better on a regular basis byprioritizing their mind, if they're at the health m absolutely- and you know reallyappreciate you sharing that story, you...

...know, I think, a lot of people in thisworld struggle with things like anxiety and depression and Chonic stress, youknow and never feel comfortable enough to even speak about it. Let alote worksetting right, but the one thing that we do know is that things carry overright, thes, carryover from work into our personal life, which impacts ourrelationships. Ban is kind of as unlesscycle right, so I was was Goinna ato like I know I knowfor myself. It was just at the end of every day. You know you,you feel all these really difficult emotions on a regular basis, whetherit's excitement and joy from closing a big deal to thirty minutes later being crushed whena big deal, you're acounting on blows out, or you start at zero at the startof any month or ecorder after grinding as hard as he possibly can just to makeit to the finish line. And for me it's just like you end the day. Just withthis like buzzing feeling, that's how I kind of describe it's like you just,don't know what you're feeling you just know. You feel really awful inside andreally uncomfortable and you're, really anxious and scared. And back then I wasjust kind of defaulting to hoping mechanisms that were like a fundrinking culture like partying or playing bunch of video games, anythingthat it can do to kind of escape these emotions. But when you do that those emotions don'tgo away like h, the harder you try to run the they really come back whenyou're, when you're at your worst, when you haven't slept for a few nights andthen those kind of panic attacks that I was experiencing really flourished andkind of took over and had a direct impact on they shot me down, had todirect impact on my sales performance. So it's important to kind ofacknowledge that that these are sales is a unique and very uncomfortableenvironment. Absolutely and the interesting part of it is it canfeel pretty uncontrollable right. Someone could be in a great headspaceand then next thing you know all this buildup of stress and anxiety comes outon a huge negotiation call, for example, or you overreact when you'reinteracting with you know, other...

...leaders at the company Oryou Snap Zy,and so it starts coming out in different forms, and I'm curious sinceyou've done a lot of research on this. Can you know, can you help usunderstand a little bit about the science of that right? What'shappening when we're feeling all those buzzing emotions? What is you know? Theimpact of stress have on the brain, the body post, foundational things. Whathave you uncovered over the past couple of years, yeah? So all the all the reading andall kind of the research that I've done specifically on how the brain works under stress andand peak performance. Second, Sales Yo, don't do a really good job using likeBuildingan, rest and recovery periods. We feel like we always have to beworking. We always have to be performing at a high level likenonstoper bodies like hunt, hunt, hunt and the human brain really isn'tdesigned to do that, every single day, nonstop and, as result, what happens isthere's like two competing parts of Eur brain that are constantly doing throughit. The day we have our prefront of PORTEX or a human brain, that's reallyresponsible for making good decisions problem solvinggetting creative. All of these like making really good sales pitch andlistening to the buyer. All these things that make us human and soawesome is competing with another part of our brain, which is much much older,called the lympic system or the monkey brain, and that part of the brain isresponsible for identifying threats in your Cin in your environment. It'simportant to it doesn't like when you're in vulerable situations, becauseit feels like it can get hurt. So it's really like your selfprotection systemand it's much much stronger than he, the human part of your brain, sosomething you describe it's like when you are constantly working and you're,constantly kind of pushing yourself to cell lcl ventually. What happens isthat human party, your brain, gets really tired. It can no longer be inthe driver seat and that emotional brain starts to take over. We startgetting really emotional. We start to our perspective, really narrows. It'sall becomes about how scary things are...

...for us and, as result, that's whenanxiety starts to build up and we start becoming emotional and we startreacting to different situations that happen. WITHEN sales and a small eventlike maybe someone cutting you off on the sidewalk base. You're walking downthe street becomes a really really big event, because you're no longerthinking rashly you're no longer thinking logically. So it's reallyimportant to kind of understand when that switch is taking place and makingsure that you are building in that rest and recovery. perior else, you're goingto be operating in a perpetual state of stress or burn out and as a resultfatigue sets in, and you just can't sell affectively at that at that stage,because you're no longer using your awesome, humid advantages, that's kindof part of it. What happens? The other thing, that's kind of really helped meis improving what it call emotional literacy, really being able to kind oflabel and identify what emotions I'm actually feeling like we're all reallygood at identifying some of the more like the stronger emotions. Ifeelikg bad sad feeling really really happy or anxious. We have a tough timeidentifying some of the more sensitive emotions like be feeling disconnectedfrom work or feeling lonely or even like grieving adulos steal, likefeeling grief from losing a deal, how we start labeling those emotions moreffactively. So we can part start to pull apart, how we're feeling and startto trace back, what's causing what and and feeling control of Eur Environment. So if I'm understanding correctly likea big part of this equation, is really just being able to have an environmentwhere you can openly identify or talk about emotion, so that they don't getsuppressed and kind of cause you to go into that. Cicle of you know scarcy overwhelme, because we knowthat's what really impacts us like you said it's those examples of you knowhaving a really closed, mind and not being able to understand how to getaround an objection, or you know so...

...many things that come up in our gatodaylife. So I'm you know curious like for someonewho hasn't really explored this or thought about this much. You know likewhat are one or two things that an individual can start doing today. Thatwill really help with you know improving their. You know, emotionalliteracy or just emotional intelligence, and I'm really ai that to their job. Yes,like the two main ones that I think are just critical, critical, foreveryeveryone to be doing specifically oen sales. One would be book ending YourDay with the selfcare routine, so you want to start the day with thisselfcare routine. It's kind of like your startup routine, and you want tobook in Your Your Day with a essentially shutdown routine. Thatinvolves different self care activities too. Many of us are using self carelike an aspirand Wedo only take we only start going for those massalages or wetake vacations, or we have that really bath that that nice warm bath. We onlylike do that when we're really really burnt out and that doesn't really work.If you want to think about selfcare like a daily Multivitamin that we takeevery single day and that's why that book, ending routine really helps. Soif you can w wake up and do t e meditation andmaybe do some personal development and read ten pages of a book before youstart today, and then you book in that day with a shukdown routine like goingto the gym or making gratitude list two or three things that you can do to helpkind of build that resilience to help your body rest and recover and switchoff. I also really like suggesting that it's so important that you need to decide the time you're going to stopworking before you start working so decide in the morning. What time isyour shut down routine and stick to that routine? There's going to be it'll.Stop you from reacting to events, there's always going to be more work.You can do so have a hard shut down routine, so you can make sure that youare giving yourself time to unplug and unwind and then, throughout the day thebig one that I like using is an acronym called halt. An standsfor. Are youhungry? Are you angry? Are you lonely? Are you tired? I literally asked myselfthis...

...this kind of those questions four orfive times a day, and it helps me just keep track of my kind of the key needs,my my energy levels and these these four different buckets. So I know ifI'm feeling hungry, if I'm feeling lonely from feeling tired or dealingwith the difficult emotion like anger, make sure that I pause and make surethat I refill those buckets so that I'm not carrying that into my next salescall or my next presentation to ensure that I'm keeping that human brain onand keep me making sure them staying creative staying in that right mindsetto be able to perform at a high level each time. So those are tbe kind oflike the two big ones that I would recommend for people. Those are reallygreat recommendations and also very doable right. Even five minutes, itseems like, can make a big impact. I'm surious because you, you know you'vekind of been doing this, focusing on this- that sales helth allionce forabout two years now right hm what Dou you say. You know like just based offof some of the companies and individuals that you've worked withover the years like what are some of the results that come for come fromcompanies that start implementing and focusing on mental health. What is someof the possibility when companies start leading into this? So I think it's just really exciting tosee that right now it seems like this conversation likepeople are desperate to have it internally. People are just whetherit's leaders, individual contributors, people on Customer Success Teams, likeeveryone, is just so ready to start talking about mental health and salesand Taugt open up about their anxiety and open up a bit. Their kind of likedepression and really all it's taking, is essentially a spark plup, whether it'sa leader o sharing openly whether it's kind of doing as session with ETA saleskick off. All it really takes is one session to really light that match tothen say for all these. Everyone to...

...start thinking like wow like this isactually a safe environment. This is a really cool way to talk about mentalhealth, in terms of how it's connecting to my sales performance as opposed tosomething that we should be embarrassed about or feel really bad about. It'slike no, like we're all struggling right now as having a direct impact onour performance like how do we just start having these conversations? Sowhat I'm saeing is it's after one session or a couple sessionsaround, you know mindset around bymentoltand sales, important teens arereally really opening up and I'm getting messages from sales, lha ersaying how they're learning things about theiremployees that they never would have thought of it like they thought theywere totally fine, and then they share a story and theyre like wow like I hadno idea this totally changeds my perspective on how I can support myteam and how it can support the individuals when they are workingtowards a target, or they are suffering like. How can I kind of relate andunderstand them better? So it's really changing the dialogue and helping toimprove that conversation between rapid manager. My goal is ultimately to getget it to a point where we're seeing measurable improvements and sales Kpisbased off of like well being metrics, but this conversation is very new.We're not there yet, but everything that I'm seeing so far and you look atworkplacemental health, just in general, worldhealth organization is saying,like everyone dollar invested into is supporting declin ment ta health likeburnout and depression, there's a for dollar return on and improved healthand productivity. So, potentially you know if those numbers are ACCR, youcould potentially four exyour sales performance when you do this stuffreally really well, and you really start kind of like actively improvingmy health on Aur O' going basis m yeah. I have no doubt that that's accurate.You know it's very clear when, even when people come back from vacationsright, like Fif in energy and you notice that people are a lot morecreative they're, a lot more connected, they're, a lot more collaborative,which I think has that riple effect,...

...though the company. But I I want to goback to your point about like the importance between the rep and manager,specifically especially for a frontline manager, who is also taking on a ton ofstress right and then also trying to guide or coach a rep who's dealing withthat in the same capacity. What would you recommend to you know a frontlinemanager or leader like if you've never had a conversation like this with oneof your reps? How can you even really start that conversation? What are somethings that you've seen you know successful over the past couple ofyears, so I think the starting. Theconversation is often like one of the the toughest things to do. So. That'swhy I wanted to build sales, health alliance to be a like a resource verse,but a Business Second, and what I mean by that is, I built the company and Ibuilt the website to be a resource center of really helpful things thatyou can do from like a mindset from a resilience from an Eq Fror, my mentalhealth standpoint to start improving your sales performance. So if you're, if you're, if you're capable like as aleader for sure, if you can, if you're, open, O sharing an exlike, a mentalhealth experience that you've had and be vulnerable with, your team best bestplace to start because as soon as you open up and kind of create that safespace, it sends that kind of subconscious. Messhage message topeople on your team that it's okay to be vulnerable. If my leaderis beingvulnerable, but if you're not in a place where you can, you feelcomfortable opening up and you feel comfortable sharing. My commendation isstart. Drescribing articles grabbing things from from the sales hewthfloings website, and I've created like an EBA that has forty thoughts, stipsand ideas. To start talking about metohelth and sales and use these thesekind of little snippits and these articles as talking points that you canbring up and your one on ones and you can bring up in your weekly salesmeetings and just have everyone read.

It n have like a discussion around thisobjective piece of information and discuss it as a team and the more we doit on a consistent basis, the wit the more we're able to normalize theseconversations and hopefully get to a point where a sales er that sillifuncomfortable sharing feels more comfortable opening up and sharing inthe future. So that's kind of where I words start is just start if you're, if you're too, too,scared and not comfortable just to share desgrabe grab an article grab someresources and how kind of having and start having more, consistingconversations an a regular basis. This is some really really goodsuggestions. You know so really what I'm hearing is like lead withvulneorability. If you can, you know create that space where it feelscomfortable for your reps to also talk about that or just start discussionsright. Take some some context and have a conversation with your team around it appreciate that yeah it s. It starts with leadership.It stars from the top, and I think that kind of also goes back a little bit toemotional literacy if the leader can get better at kind of identifying the different emotions that they mightbe feeling and sharing that openly with their team. That's a really good placeto kind of help, because when two people can accurately convey howthey're feeling, as opposed to saying I'm, really angry today, but I don'tknow why or I'm saying I'm angry, but that doesn't really fit how I'm feelingthat is a miscommunication waiting to happen. It's way to kind of misperceivehow your feeling misperceive or miscommunicate, how you're feelingthat's going to bad little bits attention that build up throught timeand we've all had those conversations where it's just like. Why didn't you just tell me that's howyou're feeling and then you say. Well I don't know I didn't know, that's how tis feeling. So if you can kind of like limit that kind of miscommunication andadding that attention to the repanater relationship, that's going to make exponential improvements toperformance is the compound over time,...

...wow and kind of on a tangent here. Youknow how many people is this impacting right when we think about like mentalhealth, depression anxiety. Do you know anything about like a percentage or howmany people are dealing with this yeah like it's, it's huge, so I think beforethe pindemic, like the number that was always being thrown around as like oneand five people ill struggle with their mental health in any given year. Sothat's like the average population. I did a survey because I thought in sales.I would be a bunch higher just given my own experience, so I did a survey andhad response Otothin close to three hundred sales. People in sales eaterresponded, and I found that that number was more than double more than two andfive sales people struggle with Hermento health wo's, forty threepercent, which is just crazy, and then I did another survey when covid firstkicked off sorto like three four months into that, and I think it was somethinglike fifty three percent to sales. People responded that they're ment tohelp is worse now compared to the six months leading upto covid. So this change is pandemic. This incertainty that we're all facingas having very real consequences on our mind and our mental game and being ableto stay resilient. There's all sorts of other numbers. Ike Am drawing blank onsome other resources, but there's anxietsthrough the roof depressons theroof drug use is also gone way up. So it's tough like we're everyone's havinga really tough time, trying to cope with the the change in the INSERNTTYthat we're all facing absolutely, and I know something thatI've thought about often is you know just especially in you know the UnitedStates and North America. You have a very unique approach when it comes tobusiness and the grind right, which is great and important at times, but haveyou ever done? Any research on? You know how mental health in the statescompares to other places globally HM, like, I think the as a couple, Iguess like my two points on that would...

...be so Europe is doing much better. Likeagain I before Fobid, it was like one and five for North America was kind ofthe number that tossed around. I think many places in Europe. It's one and sixso they're doing much better. The thing that's really interesting, I would sayis- is just how mental health differs between North America and places inEurope in terms of their treatment with medication. I think that's very, verydifferent, like in North America, doctors are very quick to prescribemedication and then continue to prescribe medication. I I thinkmedications is extremely important to helping people that are struggling withtheir mental health, but what I think they're failing to do and it'ssomething that I've experienced just with my own treatment and usingmedication in the past. Doctors are very quick to just keep prescribingmedications, even though the environment changes. So if you're in,like a really stressful sales environment- and you needsoemantydepressence or somean anxiety, medication help you feel better, then,but you change jobs, an you NTER, a less stress, F, l environment, likethat doctor should be reevaluating kind of that treatment process, because theenvironment is totally changed, so based off kind of the conversationsI've had with doctors and and from INEUROPE, and here in North America, the UK is way better at kind of usingmore holistic methods. You know, behavior changes, habit, changes, sleep,hygiene and using kind of medication as part of the process and having thatongoing discussion, as opposed to her you're on antidepressents, likewe're not going to talk about this ever again and it's rear thin. We have likea real challenge with what's happening duringcovid is there's a lot of like medications being prescribed right now, given we're in this very stressful,intense situation like how many of those doctors are going to stay onceCovid, normalizes and we're back to you know somewhat functioning world. Howmany doctors are going to say? Hey,...

...let's, let's talk about! Are Yourtreatment planlet's talk about the medications that Youryou're havingbecause most, I think well, probably just let it ride. So it's reallyimportant for individuals to be mindful that and have that ongoing conversationwith the doctor if the doctoris not going to step up the plate and do thatwith them yeah. It is very interesting and evenwhen we think about you know how a lot of individuals are raised in the UnitedStates. There's just not a lot of conversations about this in generalright and so in a way. It's you know almost our duty as leaders at you knowwithin sales organizations where we're producing this really, you know highstress environment, to also encourage some of those more holistic methodsthat will keep people balanced right. I know a lot of companies that you knoware starting to implement things like a weekly meditation breathing exercises, some of thatstarting to spill into companies as well any other recommendations for justsome of those. You know, holistic practices that you feel like companiescan kind of implement to help. The culture yeah like, I think so I guess the onething. The one thing I will say is it's like this. I guess this conversationthis stuff has been been around for a very long time when you think aboutperformance, coaches and sport. Psychology, like they've, understoodhow important things like mindset how important the health of the brain is to being able to perform physically everysingle day on the field and the arena and the gym and salespeople really are likecorporate athletes like, unlike other departments, is like. Obviously,everyone has to show and perform, but within sales they literally have toshow up and perform like their paychecks count on it theyre on thephone, so the face the organization like their mind is really like themental game. That's part of sales is critical, and that, like I said thatidea that conversation N, an performance, psychology, Ren Sport,psychology, that's existed for a while and I think you're right. It isstarting to spill over more into the...

...business world, which is which isreally exciting to see because it it's definitely needed in terms of kind oflike things that people can do. It's reallydependent like. I think it's really important for individa individuals toreally understand what declining mental health feels like in themselves. How dotheyr like what kind of an increaseofe thoughts if they face those kind ofwhat, if statements Ar popping says you know what, if I can't pit miss mytarget this month? What if I? What? If I can't pay rent what, if the worstpossible thing happens like keeping in mind of how that internal talktrackchanges is really important. Understanding how anxiety feels likefor me, I get pain in my upper right side of my stomach is well the havelike nighe sweats, that's going to be totally different than someone else itmight get like Dryim, mouth or just feel like totally fatigue or other kindof physical symptoms and then really being mindful of behavior changes. You, like microchanges that wo make in response to how we're feeling back in the day. For me,it was playing video games or partying heavily or doing things that help youavoid the difficult emotions your Facang, like beg, mindful of those kindof really unique changes, and what we, what we do and part of that, I think,is like when you start feeling disconnected, and you start you knowmeaningful parts of your life that you previously really enjoyed now no longer are enjoyable. That's areally good sign that you need to take a break and you might be suffering fromburn out because kind of losing touch and losing that kind of passion forthings you care about is definitely a sign that your ment ta health isdeclined, and I think that's so important thatpiece right there. You know take in time off and really disconnecting. Ithink that's one thing that a lot of leaders can get really wrapped up inthe day O toe day and forget to encourage you know their team toactually take time off and disconnect,...

...because people come back, feeling re,energize, more balanced and it seems a little counter intuitive. When peopleare working from home, it doesn't feel like they're going into the office, butway we almost need that more than ever because boundaries are blurred right betweenour home and our work, and it can be really overwhelming. To the mind, Isure, like you, like you, want to think about it, like, though, like you wantto have the way like picture like a sales organization, is like a Formula One race car, that'sracing around the track, and you have all of this awesome sales. enablementtechnology hat is essentially this high performance car. It can go reallyreally fast, so all Youre enablement technology and then, in that car youhave your driver who's responsible for operating all this really cooltechnology and driving really fast but and the driver is a sales person that'sshowing up to perform each day. So we have these sales organizations that areselling and working harder and faster than ever before in human history. Whatwas happening is her, drivers aren't being given the breaks they need isshowing it fatigue they're showing up you know. Sometimes they haven't sleptso much theyre like clinically drunk because they haven't slept in theyrsuffering from such fatigue, like what do you think's going to happen, ofcourse, that car is going to crash they're not going to drive aseffectively as possible? We need to build pit stops in throughout the daythrough the week throughoat the quarter where drivers in our cars can come off.We can get tuneups. Is this mindset that it's okay to slow down in order tospeed up, because if we keep trying to sprint o marathon or win a race with nobreaks like it's, not sustainable, like we're giving up long term sustainablegrowth for short term gains that will never work and it's going to createproblems thetre way worse than maybe underperforming one month or one day orone week like Tbe, absolutely in need Restanan recovery as part of sales, a hundred percent well juck. We reallyappreciate the conversation today. This...

...is a really important topic that Ithink people are recognizing more and more often just how critical it is, andit's really great to see someone so passionate about it and really, youknow making change in the world curious if you just have you know if you havelike one final thing or anything else that you want to really. You know sharewith our listeners today around mental health and sales. What would that beyeah? I think I think it's just kind of reinforcing how important the mind andthe mental game is to everything that we're we're, trying todo and everything we're trying to achieve with themsaves if we thinkabout all of the skills, all the traits thatwe all know make up a really good salesperson. So we think about thingslike someone, that's really good at negotiating someone that can make agood cold call someone, that's confident, someone that has that sleptwall has a lot of energy. Has a lot of enthusiasm has a lot of empathy, all ofthese skills and all these traits that we are just like hiring for and hoping that we get all of those skills really relate backto the mind. So you can do things like negotiation trading and you could, youknow, make meaningful impacts to performance. You can do things likeobjection, handling training, make the more effective that objection handling.But realistically, if you want to start thinking exponentially about your salesperformance, it all roots back to the mind. So how do you give your team more ways to become moreresiliant to improve ther Eq to help them take a better care of their mentalhealth because that's Goin to have a direct impact and all of these traitsand all of these skills, an expinentially indprevious salesperformance? So it's just trying to think a little bit differently aboutthe mind, come before the craft and really focusing on the mines going toimprove all the areas that you're trying to focus on improving anyways.So start there. That's great the mind comes before thecraft, yeah tin, awesome. Well, you knowjacket. If our listeners want to learn more about sales, health alions get intouch with you, how can they go about...

...doing that yeah, so sales healthalinescom is is like. I said I built it to be a resource first business. Second,so there's all sorts of awesome articles and bebooks and things you candownload from there an connect with me on Linkedin, it's just Jeff, Risley Ris e, Ley and yeah, like those become of to totwo channels, just kind of reach out to me, I'm very active on maked in so yougoint to connect Mo there that thatd be cool, yeah, feel free to reach out n.We can kind of start the conversation and hopefully provide some help fo foryour sales team as well, awesome well, Jeff. Once again wereally appreciate your time and everything you're doing in this world.It's super important and you know we recognize that so appreciate your timeon the podcast today, yeah thanks ton. I appreciate you Havig me on andhopefully well. I gue aid think we'll help out some listeners and help outsome leaders to feel a little bit more comfortable with this topic, absolutelyall right and to all of our listeners. Thanks for joining us today, we lookforward to spending our next sosession with Youohave a great day. This was another episode of the sales engagement ofpodcast to help this get in front of more eyes and ears. Please leave us ashining five star revew join us at sales engagementcom for new episodes.Resources in the book on sales engagement to get the most out of yoursales engagement strategy, make sure to check out out reached tio. The leadingsales engagement platform see you on the next episode.

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