Sales Leadership: Finding Fresh Air

September 18th, 2012

Sales Leadership: The Need for Fresh Air

Last Tuesday around 10pm I had just gotten back to my home from a neighborhood activity, sitting down on my porch, turning on the TV to catch the last news of the day, I checked my phone for email. This is not an unusual practice for me as our client base can be in multiple time zones around the world; the issue was I had 2 from a sales manager from the Eastern Time Zone that had come in after 9pm.
While there are always times when our jobs cause us to put in the extra time, it is important to find balance and the time to clear your mind-seeking fresh air! As I responded to the client, I received two email responses in return; it was now 10:30pm. While the week had been stressful for him; letting go of a salesperson, hiring another major position and discovering a few major problems, I sent back an email: Rest, Sleep, you will need more fresh air in the morning!”.
With the day to day stress levels that sales leaders face, it is critical you focus on your personal self as well as the health of your team and company. The most successful sales leaders are creative, high levels of energy and mentally alert to the variety of situations they face each day. If you are stressed out-you burn out, become ineffective.
I have written often in my monthly newsletter: Why Sales Managers Succeed” ( on the various responsibilities of the sales leader, but maintaining a personal fresh perspective is most important.
If you are tired, you will not coach effectively, you will not think clearly when working on various sales strategies with your team, and you will not provide the leadership that is necessary to propel you revenues to the next level.
Each of us must find our means to “Open Up the Brain”, I always say, the brain is like an umbrella, it only works when it is open! I know in my professional life, I need quiet time to re-charge-others need physical activity while others need people or games to let them find that fresh air. In my Keynote program: Gourmet Living: building a personal & professional recipe for success I provide a variety of idea’s to help individuals build a better life. When you have fresh air, your life will be in balance and success will follow. Check out my video’s on my channel to listen to my thoughts on life.
How do you find your Fresh Air? Love to hear your ideas…

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book is “Leading High Performance Sales Teams”.
Ken provides Keynotes, consulting services and products designed to improve business performance.

This entry was posted on Tuesday, September 18th, 2012 at 10:08 am and is filed under Keynote Programs, Sales Kick Off Meeting, sales leadership. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

2 Responses to “Sales Leadership: Finding Fresh Air”

  1. frank rock Says:

    This is a crucial area and one not spoken about enought but as a coach I see more and more evidence of burn out and mental fatigue.

    I dont think there is a set formula to follow but the need for “Air” is crucial and the concept often spoken about by Brain Tracy of a weekly Golden hour to reflect , plan and prioritise is crucial and a good starting point.

    as sales managers we have a responsibility to observe it in our teams and cut people a bit of slack . very often the recognition of it is enough for people to feel valued and respected.

    Great to see you raising the topic and giving it the importance it deserves.
    continued success

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