How Meditation Boosts Sales Performance

Sanj Sanampudi

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July 30, 2020

There is a huge body of research that shows that meditation boosts performance in almost all arenas.  From Division 1 Athletes, to entrepreneurs, to toddlers, everyone can benefit from meditation.  However, despite the clear performance benefits, sales teams are still slow to add meditation to their training tool kit.  To help out, we’re teaching you the two key benefits that you need to know about sales meditation, and a guided audio exercise to bring this into practice.

Meditation Increases Focus for Your Sales Reps

Meditation has been shown to decrease the amount of cortisol we produce, which reduces the amount of stress we feel.

With lower stress levels, sales reps tend to approach their work with more focus and more success.  Psychologist Emily Balcetis’ Ted Talk shows the power of focus.  In her research, she had her subjects run to a finish line.  She prompted some subjects to stay focused on the finish line, while she gave others no prompt.    The subjects who were given the nudge to focus on the goal found the goal to feel 30% closer and the process of achieving the goals feel 17% easier.

Meditation Can Translate Quotas to Actions

Her research calls this concept “approach orientation,”  which suggests that performance increases because when we deeply engage with a goal, we begin to subconsciously break that goal down into more concrete actions. 

Meditation, and in particular, goal visualization exercises, can increase “approach orientation” on sales teams by encouraging reps to think about the behaviors and actions needed to get to quota, rather than the abstract idea of quota attainment in itself.  

Ready to Give it a Try?

So, what are you looking for in a meditation?  We recommend guided goal visualizations to encourage sales teams to engage with their quotas.  We like them so much that we’ve created one to share with your teams!   Find a comfortable seat, turn on your volume, and settle in for 9 minutes.

It’s normal for the process to feel awkward at first.  If after a few times you find visualization isn’t your thing, you can try a few different styles to find one that suits you.

Want to Learn More?

You can also increase “approach orientation” by giving your team real-time commission tracking, which engages your team with targets more actively.
And check out our 4 other motivation tips to hit quota!

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