Sales Gravy: Jeb Blount

How Emotional Regulation Impacts Sales Performance (Ask Jeb)

10 snips
Sep 9, 2025
Emotional regulation might be the key to unlocking your sales team's true potential. Discover how unmanaged emotions can derail even the most skilled professionals, leading them to make regrettable decisions. Explore practical strategies to create a supportive and productive environment, enhancing focus and consistency. Learn about the importance of having a clear purpose, grounding decisions in personal values, and maintaining discipline, even in tough selling situations. Harnessing emotions effectively can transform your team's performance and morale.
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INSIGHT

Regulation Enables Execution

  • Emotional dysregulation makes focusing nearly impossible and sabotages sales execution.
  • Leaders must create psychological safety so teams can regulate and perform.
ADVICE

Use Midday Resets

  • Do daily or midday resets like group breathing or short activities to release tension.
  • Use consistent rituals to signal safety and support team regulation.
ADVICE

Leaders Set The Emotional Tone

  • As a leader, model emotional control because your team mirrors your state.
  • Look in the mirror first if your team is hyper-emotional under pressure.
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