Back-to-back meetings can drain your mental energy and, subsequently, your commission check. Working a hybrid of virtual and in-person work can be challenging while caring for your physical and mental health. In today’s episode of The Sales Evangelist, Donald is joined by master sales trainer and Sales Gravy coach Gina Trimarco to discuss her strategy to find balance in a world where salespeople are expected to do everything. Twelve years of owning a sales company (and an improv theatre) taught Gina important life lessons. Namely, the soft skills of improv help people be more organic in their sales efforts. Donald didn’t make his college’s improv team. Not that we’re holding a grudge or anything. More importantly, in those roles, Gina realized the importance and the need to set healthy boundaries between her work and personal life. People think they can do more than they should. This issue was drastically increased during the pandemic - we went from an in-person world to virtual seemingly overnight. Now that things are opening again (although we’re eyeing that omicron variant), there’s an expectation to continue virtual meetings while resuming in-person, depending on the prospect’s preference. Gina realized this situation was getting out of hand when she scheduled calls in transit at 6 a.m. Constant availability is simply not sustainable. But what’s the detriment to getting more done? The 24/7 hustle fatigues you in every way possible, professionally, physically, and mentally. You’ll notice declines in productivity and a lack of focus when you don’t have space to relax and decompress. From the virtual selling perspective, limit how much time you spend on zoom per day. The zoom fatigue is real. Google Calendar can automatically install buffer time in-between meetings. Make that a standard scheduling practice to ensure you give yourself the time you need. Respect your boundaries. If you’re someone who agrees to every work and meeting invite, block segments on your calendar for family, travel, and personal time. Set the precedent that you need time away from a conversation. Leadership needs to stay hyperaware of their teams. As a leader, you want to get the most out of your team. But if you notice cracks in the foundation of someone’s work, that should be a reason to pause and pay attention. Support that person when they need it. They won’t always need the space, but you need to respect it when they do. Regularly check in to see how your team is doing. Identify their thoughts on the balance between in-person and virtual work and provide a space for honesty. Look at the numbers - is there a decline in productivity? That could be because of a lack of boundaries and overextended employees. Contact Gina at [email protected], or connect with her on Instagram, LinkedIn, and Facebook. You can also check out her

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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