Sales Strategy & Enablement by Revenue.io

A Conversation with Bryan Smith

Jun 24, 2022

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Bryan Smith is the Co-Founder of LEON Health Science. There are many similarities between sales teams and athletes and, as such, managers can learn how to manage their team's stress and burnout the same way. Stress is not always a bad thing but a rate of stress that doesn't allow for recovery is what can cause burnout. Bryan discusses timing and how recovery weeks rejuvenate individuals. He also talks about the need for 1-on-1 coaching because the nature of stress and burnout varies greatly from person to person.

HIGHLIGHTS

● Sales teams as athletes: Timing sales sprints and recovery weeks

● Managers should coach 1-on-1 and tracking the trend of burnout

● Adaptability, resilience, and a having a holistic view of people

QUOTES

Bryan: "We need to be more careful about how we organize and structure a period of performance for a group of sales teams. That might be introducing backoff weeks. That might be reducing your sales performance numbers, either if it's calls or meetings set, whatever it is, for a certain period of time."

Bryan: "For any of the sales managers listening, like all you really need to do is develop a three-question survey on a scale of 1 to 5 asking about stress, asking about sleep, and asking about recovery. And then maybe do that before and after a sales sprint."

Bryan: "It's not the thing that you do, it's the timing of the thing that you do. And that's what we need to understand is that if we want to build resilient organizations full of culturally-diverse people, then we have to zoom out a little bit and manage on a more real-time basis."

Find out more about Bryan in the links below:

● LinkedIn: https://www.linkedin.com/in/bryan-smith-leon/

● Website: https://www.myleon.co/