Saturday Morning Sales

Kevin Latchford


Recharge Your Battery - March 19, 2016

I was having lunch with a few colleagues the other day in the office. Someone asked if I was looking forward to my upcoming vacation, and before I had a chance to answer, another person commented, “it must be nice to go on vacation again, weren’t you just skiing?” Unfortunately, I was not having the best of days, and I let my agitation with this person get the best of me. I blurted out, without thinking, “if you put in even half of the time and effort I have since January 1st you too would want to go on vacation”. I quickly walked away and later apologized to everyone that was in the kitchen at the time of my outburst.


Stress! I have been under a tremendous amount of stress lately. I tried to watch some March Madness games last night at my neighbors and could not focus on the game. I found myself walking home and going to be at 10:00 PM. I was tired. I got a decent enough night’s sleep last night and felt good coaching lacrosse practice this morning. I guess I just needed the rest.


You see, I made a few adjustments in my role internally at my company as well as with my freelance schedule, and as the old saying goes – I’ve been burning the candle at both ends. As a career sales person I have never been a nine-to-fiver. And this couldn’t be more true of the past 80 days. I’ve always explained to sales people, you can work 30 hours per week or 65 hours per week, the key is making sure you are always exceeding expectations (your own and those of your boss). Being my own boss, I have much higher expectations for myself than I do of my team, and my goal has been to exceed.


And so this has been my mission. I consciously chose to set extremely high goals for myself for the first quarter. Knowing that I had a spring break vacation planned at the end of the quarter meant that I needed to exceed my goals by mid-March and I accomplished my goals. I sit here today feeling good that I exceeded my sales goal while maintaining a full schedule of other responsibilities. But, I still feel a little upset that I was short tempered with my coworker earlier in the week. I blame it on stress.


Sales people tend to be viewed as happy-go-lucky. “Hey man, how’s it going” – “great, couldn’t be better”. Sales people never own up to being stressed out or having a down month or quarter. Happy-go-lucky always. We are sales people, so we are good at covering our real feelings. And so it has gone for me, everything has been great, and for the most part is has. I mean really, while I’ve been stretching myself thin, I have also exceeded goals. But, in reality, I do need a break and so it is time to recharge my own battery.


A sales person should monitor their behavior on a daily basis. When feeling stressed out at work or at home it is time to take a break. A break may be as simple as taking a walk around the block at lunchtime. Or, if you’ve really been going hard at a relative non-stop pace, you may need to disappear and head to the beach for a few days. Whatever works for you, hiking-camping-skiing-shopping-a walking tour of Boston, do something non-work related and relax (or try your best to relax).


There are too many people in the business world that do not fully understand or grasp the concept of being a career sales person. They don’t understand the sacrifices made every day, every week and every month that we take on ourselves to ensure our company is generating revenue. They are unaware of the nights spent at networking events or traveling to visit out-of-town clients, time spent away from our families. And, to a certain extent, they don’t care. We chose this profession. With that in mind, avoid burnout, and take break. Recharge Your Battery!

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