7/17/2024-“Me no afraid of sales angst!”

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

You may never come out and say aloud, "I’m afraid of…", but there might be times when you get hit by Seller’s Angst.

Numerous things can trigger it: a new manager, hearing whispers about a big quota, or even rumblings about a re-org or account list overhaul.

All of that – plus much more – can produce agita that’s very real.

Sellers constantly straddle the emotional line between stability and chaos. Glee and frustration. Fighting through big and small fears – bumps in the road – defines you.

You must learn to fight if you’re gonna cash those big commission checks.

Instead of playing NYT’s Connections on your break today, try this exercise to help you reconcile any selling angst that may be residing inside your brain.

Write down everything and anything about your current function that causes you to dwell and twitch. Writing about their root cause and weight will help you understand them better.

Next: write down what you can control and focus your energies there.

Communication always helps…if need be, talk to your manager or BFF seller about what you recorded.

Fears and anxieties exist in every job, whether or not you’re in sales. But there’s something unique and (ahem) special about the pressures that go with the sales life. Stakes are high, emotions run hot, and the bright lights bring white-hot intensity.

Pressure and stress cause fear, right?

You play a high-stakes game with many variables, the biggest of which is a quarterly flop that could lead to being put on a PIP or something worse if performance stays below standards. And while you know you could go sell "widgets" for another company, you like the company you’re selling for now.

Some anxieties are serious enough to require professional assistance, and some – like sales anxieties require chats with those who have gone before you.

Thousands before you have gone through whatever you’re dealing with…why not enlist their counsel? Review your network and highlight a few names of those you think can help you. You’ve probably done this before and have been surprised at how easy it is to find a willing aid. And, of course, you’ll pay it forward when you get an SOS call.

Once you and your friend rendezvous, the script is pretty simple, "Hey, I’m struggling with the thought that I am getting ignored by my manager, and it makes me feel vulnerable…can we talk?"

Your motivation for taking this step is simple: sellers unencumbered by fears (aka "fearless") are more productive and fulfilled.

Besides, sleeping at night is a good thing.

Obviously, anxiety can be serious.

There’s the heavy-duty stuff that requires professional consultation and treatment.

Then there’s the seller angst stuff that can inhibit your performance as much as heavy-duty anxieties.

This TED Talk was chosen because it elevates beyond the cliche "Just Be Happier" types of TTs…or "5 Ways to Approach Your Manager on your Mental Health."

Instead, Glenn Rolfsen presents an idea that can help EVERY seller.

His topic: stop the back-biting. There’s nothing good that comes from talking negatively about your peers, managers, enablement team—whomever—behind their backs