Editor’s note: Paul Kirch is CEO of Actus Sales Intelligence, a Fort Worth, Texas, business and sales consulting agency, and Actus-360, a technology services providor. He can be reached at 214-295-6111 or at pkirch@actussales.com.

Sales professionals and business owners share a similar opportunity and challenge that other staff members often do not. For example, a high-performing sales person can earn more than counterparts due to an incentivized pay structure. Not all individuals in a sales role have such an advantage but generally there is some sort of performance-based incentive at play. Similarly, business owners or shareholders often reap the rewards of a good year. On the flip side, during tough years or challenging economies, these same people may be negatively impacted if revenue or sales numbers are down. That’s the reality of the contributing role revenue plays within most, if not all, organizations. Poor performance of sales staff often leads to firings or layoffs at a much higher likelihood than salaried or hourly staff. Performance is seemingly easy to measure, though some companies have done a poor job of establishing milestones and targets. In those firms, there can be even more instability since decisions can be reactionary and not supported by quantifiable date. Either way, there is vulnerability in any role where revenue production is part of the job description.

Unfortunately, life sometimes throws unexpected hurdles our way. As a business owner and someone who has the responsibility of revenue production, I often face the challenge of wearing many hats or being pulled in multiple directions. Recently, however, I also faced some life challenges that seemed to be coming from multiple directions. Of course, I’ve faced hurdles before but there was something different this time. The sole responsibility for my firm’s success fell on my shoulders, forcing me to adapt very quickly. I am fortunate to say that the gray clouds have parted and I learned some valuable lessons.

Personal challenges – losing loved ones or family pets, going through a divorce or handling health issues – can lead to a form of mental paralysis that often extends into the workplace. If you’ve ever been overwhelmed with stress, you know what it is like to force yourself to get things done. Yes, there are some who seem invincible but deep down no one is bulletproof. We just have different skills for coping or adapting. This last sentence is an important point, as there are skills that can be learned and adopted. For me, the following serves as an incomplete list of things I’ve done to regain focus:

• Recognize what is occurring: You have to realize that things are impacting you. It’s easy to be in denial but the sooner you can recognize that you need to makes some adjustment, the better.

• Support: If you’re someone who likes to keep things bottled up, it’s time to try a new approach. Finding a person or a group to bounce your challenges off of can be paramount. For me, I have a business coach and I have a trusted friend who I’ve supported in the past. He was willing to help me and provide honest, impartial feedback. Depending on what you’re going through, a therapist or support group may be a better solution.

• Move: Even if you’re not a person who usually exercises, move!  Endorphins released through exercise can help change your mental state. In fact, the famous coach and guide Tony Robbins believes that physical activity should be used to help change your state of mind any time you need to get motivated. Doing some jumping jacks, push-ups, going for a jog or cycling are just a few of the great ways you can get that small rush of energy. If you’re depressed, this can be a huge task, but commit to one solid minute of doing something and see if you can stretch that to five. Then perhaps it turns into 30 minutes of sweating some stress away. If you’re able to, yoga can be a great way to reduce stress.

• Go back to a plan: When you’re mentally numb or pulled in too many directions, go back to planning. Make the plan easy to implement but take your mind out of the equation and focus on tasks. It may not be how you normally operate but give yourself a map to help you stay on track.

• Meditate: I host a radio show in Dallas on station KVCE. Dan Bradford is the assistant program director for KSKY and KVCE and he shared with me that his secret to getting back on track is meditation and prayer. Focusing on breathing and positive visualization can be a game changer for anyone going through tough times.

• Positives: There’s nothing harder when the world is crashing around you than to see the positives. The three-step exercise my business coach leverages calls for individuals to create three lists. The point of this is to see yourself and your situation in a different light. 

  1. List your resources. This can be a list of people, tools, ideas, etc. List a minimum of 50.
  2. List your awesomeness. What makes you great? This will be hard at first but get started anyway. List 100.
  3. List your opportunity areas. Focus on professional opportunities. For example, clients you think you can win over or networking events you can attend. Create 15-20 on this list.

• Recognize progress: A journal can be a powerful tool for tracking your day but take time weekly (or even daily) to reflect on what positives have occurred.

• Study and take action: If you can muster the energy to read or possibly watch videos (or listen to audio) on a relevant topic to the issue you’re facing, you can have major breakthroughs. Finding tools to help you see a healthier perspective can be so empowering. Take baby steps if you need but build up momentum and you’ll watch the dark clouds part before your eyes.

• Count your blessings: Remember how positive your life really is. Considering the challenges that others are facing daily can help put your issues into perspective. If you can keep focusing on why you’re fortunate, then you can find gratitude, which leads to healing.

It’s important to remember to always focus on moving forward. Every race doesn’t have to be a sprint but you must keep moving. Fortunately for me, I feel like I’m back in a better place and now am empowered with tools to get me through tough times. It would be great to live a life of only positives but sometimes that isn’t reality. How you deal with it that will either help you become stronger or crush you under the weight of stress and pain. As a person responsible for my company’s success and the people I support, I’m grateful that I’ve learned better ways to cope. Hopefully my list will do the same for you. If you have your own story or tips on how you keep yourself focused, I’d love to hear them. Feel free to e-mail me at pkirch@actussales.com.