Answering the Post-COVID Bell

by Corey McKizzie

Could you imagine the legacy of boxing greats like Muhammad Ali – or the fictional Rocky Balboa – if they simply failed to show up for their bouts?

It’s a truism that extends to business: You can’t win the fight if you don’t get into the ring. Though this may seem like a fundamental statement, many sales professionals, in the era of COVID-19, are finding themselves suffering from pre-fight jitters.
Months of reduced selling activity and a self-imposed exile to the small-screen of Zoom can have an impact on anyone’s self-starting ability – but nowhere does this seem to be more rampant than among sales professionals.

In a recent conversation with sales leaders and their teams, I discovered the depths of this malaise. Though it was evident that these pros had the desire and skill to succeed, they found that their drive and discipline has taken a sabbatical.

So, why has their self-starting fire has been reduced to a flicker?

According to Psychology Today, any crisis, such as the coronavirus pandemic, can test resiliency. But when you combine temporary setbacks in resiliency with diminished self-starting ability, we can begin to see why top talent can turn into something unrecognizable. Your top closers and steady performers may be struggling right now figuring out how to pivot, and having difficulty navigating professional social distancing.

Though sales executives – much like boxing trainers -- have a role in motivating their middleweight champions, it’s the ability for sales pros to find the strength within that will ultimately win the battle. This self-starting ability to initiate and sustain momentum without external stimulation is a must. The internal discipline to get up and go is the hallmark of the self-starter – and the reason you hired them to begin with. Winning clients in the “next normal” created by COVID-19 will require the ability to take initiative, work without supervision, and begin projects independently.

So how do we get our sales leaders and teams trained for the bout of their lives, and to again become motivated, confident, ambitious, and resilient? Consider the following:

• Get comfortable with being uncomfortable. Change is not an easy thing for many people, but change – especially now -- is constant. ‘Lean in’ to the situation and get comfortable with the idea that the new normal may not feel good for a while. Resiliency is a skill, and while you may not have been blessed with this trait from birth, you can set the wheels in motion to train and strengthen these muscles.
• Emotionally adjust. It is human to have a reaction to today’s world events. Be kind to yourself in recognizing and acknowledging the situation, but limit your time to wallow. This is where having a strong personal network is crucial. Designate an amount of time for self-care -- an evening, a day, a weekend -- whatever you emotionally and mentally need, and that’s it. Once completed, check in with yourself, engage with your friends and family or whatever support group you have, and get back in the game.
• Teamwork and accountability. Successful professionals have internal and external teammates that serve as motivational partners in their achievements. If you are temporarily lacking in the ability to get started, call in a teammate who can help you be accountable. Start your day with a phone or Zoom call to energize yourself while and ensuring responsibility or create a contest to awaken your internal competitor.
• Create a goal. By now most of us are experts in creating S.M.A.R.T goals. Why not use that template to create a more immediate goal – one that could be accomplished by midday or by the end of day. This will help to ensure engagement and a focus on accomplishing the task at hand.
• Create a routine. The best way to create or reinforce good habits is to repeat them. Create a routine, and commit to it.
• Reward system. Put a cherry on top of your sundae. Reward your efforts and good behavior. At the onset of executing these new behaviors, decide how you are going to reward yourself after you have completed the task. A job well done deserves a reward, be it big or small. That reward could be as small as a hot fudge sundae, or as big as a socially-distanced vacation to a favorite locale, just make sure the reward is equivalent to the action.

Has the pandemic affected your ability to self-start? Let us know how, and what you are doing about it in the comments below.

If you would like assistance in overcoming self-starting malaise within your sales organization, I’m happy to help. Reach out today to schedule a meeting with Catouri Sales Consulting Group.