Welcome to The Pipeline.

How to Relieve Workplace Stress3

CC Nov 13

The Pipeline Guest Post – Megan Totka

Let’s face it – stress in the workplace is pretty much unavoidable. Even in the most relaxed office setting, stress can happen. Whether it is conflict with a coworker or a strict deadline that you are behind on, stress will creep up. Stress can affect your work habit, which is why you should make combating stress a priority.

The sales industry in particular can be very stressful, particularly to those who are new to the business. So how do we deal with stress? Everyone copes in different ways. Some people choose to eat right and exercise to try to combat stress. Others may internalize it and lay awake at night worrying. There are definitely healthy and not healthy ways to deal with stress.

Here are a few tips on how to handle stress in the workplace:

  • Self-talk or self-hypnosis – we all know that our brain is the most powerful tool that we have. The way that we think will always affect our attitude towards the people and things around us. One of the things that I personally find really powerful is to have a mantra of sorts. If you are stressed at work, repeating a mantra to yourself like “I will finish this project and it will be great” throughout the day can help you to calm your mind. Self-hypnosis is similar but instead you talk yourself into a state of calm.
  • Get up and moving – even taking a short walk mid-workday can help you to get your blood flowing. Research has shown again and again that exercise is as good for the mind as it is for the body. If getting outside isn’t an option, take a brisk walk around the inside of your building. You can also consider swapping your chair for a balance ball. Some offices have even implemented treadmills instead of chairs! Workouts outside of work can help combat stress as well. Try boxing for exercise, it can help you get some of that stress and anger out in a useful way.
  • Take off your shoes – I know this sounds strange, and when I first read about this stress-release strategy, I thought it was strange too. But if you really think about it, it makes sense. In some Eastern cultures (think Japan) taking off your shoes is the norm. Letting your feet rest or even using foot massage or manipulation techniques can help you to feel more relaxed. According to this Forbes article, Finnish gaming company Supercell insists upon its employees removing their footwear upon entering the office. Even without shoes they’re making over $2.5 million per day.  Women in particular are apt to wear uncomfortable, confining shoes. Think about that great release you get when you take your shoes off at the end of the day. Try it in the office!
  • Make your space zen – whether you have a cubicle or a big office, take the time to make the space around you calming. The Forbes article mentioned above suggests a bonsai tree on your desk. I personally had a mini sand garden on a desk that I used. It was very calming and fun to rake the sand and arrange the rocks when I was having a hard day. Think of other things that can calm you down; maybe photos of family and friends, or flowers. Keep things on your desk that remind you of why you’re slaving away at your desk.
  • Cry, scream, or laugh – let it out! If you are having a hard time at work, take the time to just let yourself feel it. Often, expressing the way that you feel can help you work past it. While I’m not suggesting that bursting into tears at your desk is a great idea, processing through your feelings at home and letting yourself feel your emotions can help to relieve stress.
  • Build relationships with your coworkers – yes, relationships can be stressful, too. But having an open line of communication with your office mates can help you to have less stress in the long run. You don’t have to be BFFs with everyone, but being able to express your feelings to those around you can help you to work through your stress.

If you follow these tips, you’ll be on your way to reducing workplace stress and making more sales in no time.

(Photo Source)

About Megan Totka

Megan Totka is the Chief Editor for ChamberofCommerce.com. She specializes on the topic of small business tips and resources. ChamberofCommerce.com helps small businesses grow their business on the web and facilitates connectivity between local businesses and more than 7,000 Chambers of Commerce worldwide.

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Prospecting and the Success Multiple110

During the past two weeks I posted a couple of posts that if put in to practice, could help sales people overcome one of the most common challenges faced by sales professionals.  Specifically the emotional and financial stress brought by the ups and downs of selling,  you know all kinds of deals on the board and a fat funnel one day, to sitting around twiddling your thumbs the following week, trying to figure out where you gas money is going to come from.

The two posts were 8 By 8 and 5 After 5, and Your Most Important Sales Appointment, both emphasizing the need for a disciplined approach to prospecting.   A discipline avoided by most when they are busy selling prospects, and the busier they are, the more natural it seems to put off prospecting.  Until they show up one Monday morning, and realize that they have successfully sold all the deals in their pipeline worth selling, leaving them with the dead wood, and not prospects for revenue in sight.

What is counter intuitive for most, is that the more you sell the more you have to prospect, here is why, let’s start with your prospect to close ratio.  Say your conversion rate is 5:1, meaning over time, you close one out of every five prospects you engage; put a different way, for every one buyer that says yes, four will say no.  So if you have 15 real prospects in your funnel, you will close three, and twelve will say no, that is your number.   Like it or not, every time you close one, you will need to engage with five new prospects to get your next sale.  In closing the three of 15 requires that you still go through the sale with all 15 prospects.  Some will die early, which is good, some may die after three meetings, some near the close, and we just don’t know until it happens.  But rather than replacing each prospect as they disappear, most sales people say to themselves,” I still have the other four, I’ll work them, and get the sale”.  And the record shows that they will get one, and if they don’t replace that one, as well as the four they don’t get, they will face a serious drought until they build up their base of opportunities to five or more.

Sure they have options, they can improve the way they sell, and improve their conversion rate to 4:1, which means they still have to get four new opportunities for everyone they win, and even if they get it down to 3:1, the challenge stands.  Sure, you can go for referrals, that’s just the source, it does not change the need for a higher multiple of prospects in the pipe than most want to recognize.  There is always that one “that’s gonna come through, you’ll see!”  And it may, doesn’t change the 3:1 or whatever to 1.

For me, it is much simpler to adopt the discipline of knowing your conversion rates, setting the time aside to do the prospecting, just as you do for selling, and get it out of the way early, so you can harvest the rest of the day.  When it comes to prospecting, you can play around, or play to win.

What’s in Your Pipeline?
Tibor Shanto

Change One Thing23

The New Year always brings optimism and promise.  It is also a time of reflection and planning for the new year.  One mistake some make is choosing to change or improve a whole bunch of things in the coming year; why, because it is often too ambitious, and leads to few if any being accomplished.  As soon as one isn’t achieved, people become disappointed, and fall back to what they did before.  Their day to day responsibilities catch up, and they stop trying to change the other things on their list, and next thing you know….

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So write down that one thing, master it, scratch it off your list, and on to the next.

What’s in Your Pipeline?
Tibor Shanto



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Your Stress Matters53

The Pipeline Guest Post – Dr. Rae Baum, Ph.D.

Did you know that stress is a choice?

That’s right – you choose the cause of your stress with the choices you make with the following stressors: Breathing, Environment, Attitude, and Nutrition. [B E A N]

Your Breathing…

Check your breathing to see when it is jammed, natural, reversed or shallow.

Holding your breath until after you have completed an activity (talking, walking, etc.) creates a physical response, a stress reaction.

What is your physical response, your stress reaction?

For natural normal breathing, your chest and belly expands when you breathe in and deflates when you breathe out.

[Caution: Go slow.  Attempting to fix your breathing style by taking in more oxygen than your body knows may cause hyperventilation.  If this occurs, cup your hands lightly over your mouth (rather than look for that paper bag) and breathe
in and out slowly.  You can do this while sitting or standing, preferably sitting.]

Are you able to follow your breath as it moves through your body?

Your Environment…

Living, shopping and working in sick-buildings and under fluorescent lights create stress reactions.

What allergens do you live with every day?

Your Attitude…

Blaming others for your situation makes you the victim and this creates stress reactions.

Thinking positively rather than negatively, and using questions that begin with what and how rather than who, when, and why help you take control of your life.

When you feel like crying, cry.  Crying is one way your body releases toxins and your stress reactions.

Your Nutrition…

Drinking caffeine creates stress reactions.

Eating three meals and two snacks a day work wonders.

Eating white products — sugar, white flour, white rice — create stress reactions.

Fresh fruit and vegetables help reduce your stress reactions.

What about nitrates and preservatives?  Are they in the foods you eat?

Bottom line: There are no “stress management pills” that help you take control of your life, so go ahead and share your feelings, don’t act on them.  Instead, discover that your stress matters and how to live with less of your stress reactions.

Yes, you are able to live with less stress reactions each and every day; the choice is yours.  Discover your choices; do it now.

Listen, your body is telling you what choices to make.  Stress can lead to productive living and greater effectiveness when used wisely.

{Stress Tracker}

Copyright © 1996 ~ Updated 2011 ~

About Dr. Rae Baum

Dr. Rae founder and CEO of The Baum Group/Dr. Rae and Associates is a Bioenergetic Analyst Stress Management Educator Entrepreneur.

As a consultant, author and speaker Dr. Rae has been changing the world with care by empowering businesses, families, and individuals to live on purpose since 1972 off-line and since 1995 on-line.

Awaken your possibilities, get inspired and motivated by following Dr. Rae, her associates and your stress matters on Blogspot, Facebook, FreeForum, LinkedIn, Squidoo and Twitter.

This special report may be copied only with permission of the author.  Send your request, question and comment to: DrRae@YourStressMatters.com

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