This is a topic which in my opinion isn’t overly prevalent within our environment as sales professionals, and I believe it should be integral given the nature of our role. As sales reps we need to stay motivated and in most cases we rely on self motivation, we engage with all types of characters through colleagues and customers, we are under constant expectations to deliver internally and externally and finally we work on our physical and neglect the mental and in some cases the spiritual.
My sis in law is a “Qualified Mental Health Clinical Nurse specialist / CBT Therapist” and a very passionate one indeed, here are a few basic theories that would help us in our daily roles as sales professionals.
Imagine this scenario:
You have spent months preparing for a stakeholder presentation for a key opportunity, every key task has been performed by you and your internal account team, you arrive at the presentation on time with all your tools and ready to deliver.
The key decision makers whom you’ve tried on several occasions to meet are all in the room, you are half way through the presentation and your laptop dies!
What do you do, how are you feeling?
This is a typical fight or flight scenario which requires a response, I must say this isn’t one I’ve experienced but I’m certain it does and can happen.
Let’s define what is happening here:
What is the fight-or-flight response?
This is one of the tools our body uses to protect us from danger. When we feel threatened, the fight-or-flight response is automatically triggered, and several physiological changes prepare us to either confront or flee from the threat.
What are the symptoms of fight-or-flight?
Increased heart rate
- Racing thoughts
- Difficulty concentrating
- Dizziness or lightheadedness
- Nausea / butterflies in stomach
- Rapid, shallow breathing
- Shaking
- Sweating
- Tensed muscles
How is the fight-or-flight response triggered?
Even threats to emotional well-being, such as the fear of embarrassment before giving a presentation, can trigger the fight-or-flight response
Is the fight-or-flight response bad?
Everyone will experience the fight-or-flight response at times, to varying degrees. Usually, it’s natural, healthy and not a problem. However, when the fight-or-flight response leads to excessive anger, anxiety, prolonged stress, or other problems, it might be time to intervene.
How can I manage the fight-or-flight response?
In addition to the fight-or-flight response, you body can also initiate an opposing relaxation response. Many symptoms of relaxation response counteract fight-or-flight, such as slower and deeper breathing, relaxed muscles, and slower heart rate. The relaxation response can be triggered by using relaxation skills, such as deep breathing or progressive muscle relaxation.
In concluding the scenario described above, there are things we can control to ensure we stay calm and deliver in the meeting. In addition to the points above, a practical solution is to always send copies of the presentation to your colleague or your internal account team before any meeting.
Alternatively, send it to your personal email address and should this ever happen, you can have alternative access to your presentation.
I truly hope you found this useful, this is the start of many educational topics which would help us manage our mental fitness, if you found this useful, feel free to comment. If you or your organisation require support in this area, do contact me and I will introduce you to our guest blogger.
What are your fight or flight moments?
We would appreciate if you could share your fight or flight examples in the comments.
P.S- do contact me at mike@metricdrivenselling.com should you need any further help around mental fitness
To Our Growth
Mike
