One thought that arises, with the amount of money spent on self-development and growth within the Sales Industry, it’s surprising how few out there talk about the concept of flow. In general, humans are all inclined toward experiences that promote happiness, creativity, and productivity achieving a flow state just represents a natural objective of life. Marginal gains can be the difference between the average and the elite increases in sales, as well.Īchieving the state of flow consistently has the potential to unlock massive positive changes in Salespeople. And like Al Pacino reminds us in the film Any Given Sunday, it’s “the inches that make the yards.” Sport is an industry that has high failure rates and requires deep psychological resilience. There is an enormous variance of performance in sales - much like sports. In the Sales Industry with much talk of positive thinking - obscenely large goal setting, and forcing action (The 5 am club) in Salespeople to achieve results - generally - this concept flies in the face of the concept of flow. Other researchers like Jackson and Marsh (1996) further describe the flow state as:Ī situation where personal skills equal or exceed the required challenges of the sport, and this experience is perceived as enjoyable, free from distractions, and typically leads to overall good performance. Interestingly, his research and findings led him to see that flow seems to occur most frequently in athletes. One is so happily absorbed in what they are doing, that their thoughts and actions flow freely. Mihaly Csikszentmihalyi is known as the ‘The godfather of flow’ and describes the state as follows:Ī state in which people are so immersed in an activity that nothing else matters. It is likely after watching this video or reading the transcript you can wind back to times where you experienced this state in your career, hobbies, or social life.Īthletes have long known being in flow is the key to their performance, and we should learn what we can from them. I become so enthralled in that particular moment, hitting a shot, performing a task being mentally prepared for that shot. A lot of times I don’t hear the noise, I don’t hear anything. For some reason, the last few holes take forever, but they may be happening a lot faster. The more intense the situation gets the more calmer I feel the more things slow down. I remember the ball flight, I remember preparing for the shot and once I hit the shot I don’t remember the ball leaving. “Who knows what the terminology is, but there are many putts or many shots where I don’t remember hitting. The mind gets so entrenched at the moment I guess my subconscious takes over.” “I tend to have these blackout moments when I don’t remember, I know I was there, but I don’t actually rememberperforming the golf shot. Tiger Woods, Golfing Legend describing being in the zone – watch a video. Tiger Woods and other elite athletes describe the state or experience of flow (or being in the zone) extremely well. Observe elite athletes that understand flow. Understanding and implementing the conditions for peak performance in your own life - in particular the concept of flow - will help your sales ability and many other business related issues. What is currently blocking salespeople from reaching this state?.What are the conditions and factors that create this state?.Where and with whom can we observe this state being accessed most often?. It’s critical to become curious about creating a peak performance environment for salespeople: Secondly, there are a few useful questions leaders and salespeople should start asking themselves. ( Brain performance center – a literature review.) Peak performance is a state that is also known as a peak experience, the zone of optimal functioning and flow. 77% of a salesperson’s day is spent not selling.įirst, it really helps to understand peak performance before you aim to make improvements. Just 15% of salespeople describe their sales tools as very effective.We need to get salespeople back into flow. Two staggering statistics make it clear that there are issues in the sales field. Our startup *Touch is on a mission to transform the status quo. If an elite athlete such as Tiger Woods labeled his tools as short of very effective and said that he only spent 23% of his time was spent on golf-related activities, there would likely be a massive shake-up in his environment. For instance, everyday salespeople step into a world where all that matters is performance. I am sure you agree salespeople are athletes. There are enormous gains still to be had in sales performance.
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