There was an interesting study conducted by Nancy Rothbard from the Wharton School at the University of Pennsylvania and Steffanie Wilk from the Fisher College of Business at Ohio State University.
They studied customer service representatives working in an insurance company’s call center.
Here’s how Nancy Rothbard describes the findings;
“In our study, “Waking Up On The Right Or Wrong Side Of The Bed: Start-Of-Workday Mood, Work Events, Employee Affect, And Performance,” we examined customer service representatives (CSRs) in an insurance company’s call center over several weeks. We sent CSRs periodic short surveys throughout the day. We studied their mood as they started the day, how they viewed work events such as customer interactions throughout the day, and their mood during the day after these customer interactions. We used the company’s detailed performance metrics to investigate how their mood at work related to their performance.
We found that CSRs varied from day to day in their start-of-day mood, but that those who started out each day happy or calm usually stayed that way throughout the day, and interacting with customers tended to further enhance their mood. By contrast, for the most part, people who started the day in a terrible mood didn’t really climb out of it, and felt even worse by the end of the day — even after interacting with positive customers.”
It made me wonder if the same might be true for us sales folk specifically when it comes to dealing with rejection (and the occasional jerk when we prospect)
Here are a few things you can do to start your day off right.
- Begin Your Day With A Quick Mental “Gratitude Inventory” the moment you open your eyes. Think of a few things you’re grateful for and begin your day that way INSTEAD of checking your phone immediately.
- Avoid Watching/Listening To The News. There’s no positive benefit to you in hearing about how many people were murdered last night, how many countries are having a pissing contest, and the plethora of negativity they love to celebrate. Instead of the news, get something positive into your head immediately. Suggestion: Use the iMovie app on your smartphone and upload a few pictures of the things you’re working for, along with some kick-ass music. Watch that instead, you’re welcome!
- Exercise. Those of you who have seen me know I’m not the poster boy for exercise but recently I’ve been starting my day with exercise and the difference in my mood is quite dramatic. You can thank your brain for that because exercise releases endorphins which creates a natural high.
- Laugh. Create a comedy playlist on your smartphone and make a habit of listening to it first thing in the morning.
- Listen To Kick-Ass Music. Create a playlist of all those songs that energize you to the point of being capable of ripping bumpers off of cars!
I would not only work on this daily but really kick this up several notches on those days when you’re planning on prospecting.
Your turn . . .
How do you typically start your day?
Do you have anything to add to the list I shared today?
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4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.
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