The Selling Factory

Mindfulness Tips for Sales Teams

Written by Sasha Bhardwaj

Sasha Bhardwaj is a Sales Development Representative at The Selling Factory and a fourth-year student at the University of Florida. He hopes to hone his communication skills and sales knowledge to build a career in the realm of music production and eventually own a creative space for recording artists.

Photo on Unsplash by @AshleyBatz

The remote workspace has become a familiar place to many since the beginning of the pandemic, and although the comfort of working from a sofa, a kitchen table, or nook has its benefits, the boundaries between work, play, and relaxation can become blurred.  

For sales teams, it is important to stay motivated and engaged when carrying out the sales process steps. Each cold call is an opportunity for a sales development representative to build a relationship. An individual must be able to deliver a concise message including only the most relevant information to be successful, as well as have a strong ability to critically think throughout the sales process steps. 

 However, when a sales development representative is unfocused on a cold call, it is apparent on the other end of the phone. Improving mental function with brain activity is one of the best ways to increase chances of success in sales, especially in a remote workspace with many distractions. Research showcases how increasing brain activity through “mindfulness” can enhance working from home, develop greater empathy for their prospects, and better connect with their work and values. 

Best Mindfulness Practices When Working from Home

 The juxtaposition of living and working from the same place can be difficult for sales teams to maximize their output. This environment creates a challenge for sales development representatives to compartmentalize the relaxation of being home and the fast-paced nature of working in sales.

Studies suggest that meditation may increase the density of gray matter in the medulla oblongata in the brain stem, which translates to better control over largely automatic processes. This would be consistent with self-reports of decreased arousal when reacting to aversive situations. For sales development representatives, facing rejection is inevitable, making it all the more important to develop and practice resilience.

In the context of remote work, it might feel difficult to carve out time to dedicate towards experimental forms of meditation. However, research shows that even brief intervals, even as little as 5, improves executive attention and the ability to sequence information with increased ease in people who were considered novices to meditation. Meditation could take various forms, including practicing positive thoughts, breathwork, or yoga.

Mindfulness practices also do not have to include meditation at all. Rather, being mindful is about observing one’s thoughts and feelings about the present moment without judgment. This might include taking a walk, washing the dishes, or doing nothing. Mindfulness can be challenging under times of stress, yet those stressful moments are when the brain activity is crucial.  

How Does a Sales Development Representative Improve with Mindfulness

Mindfulness and meditation practices can allow sales teams to improve in different areas of the sales process steps, including slower reactions for improved critical thinking, enhanced listening skills, stronger empathy for the prospect’s needs, and mental resilience after rejection

You may have heard empathy in terms of “putting yourself in someone else’s shoes”. While this is part of practicing empathy, we must understand ourselves before we can understand others. By practicing mindfulness, we can develop self-awareness, and therefore develop better connections with others (Decety & Jackson, 2004). For sales development representatives, this translates to more relationships built and higher sales success.

 Emotional intelligence and critical thinking are just a few of the skills that we can enhance through mindfulness practices. The ways in which the universal understanding of work has shifted calls for a change in how the sales development representative tackles the day-to-day. The fusion of the workspace with home has altered the pacing of the professional world, dictating the need for a novel approach to each minute of the workday, including time dedicated to mindfulness practices.

 Since the immediate work environment has been affected recently, the time spent redirecting thought processes and re-centering oneself becomes increasingly valuable. The practice of traditional meditation and other forms of mindfulness practices, in the smallest of intervals, has the potential to enrich sales development representative’s work and their workplace interactions. Because of its long-term effects, time dedicated to this practice is hardly time wasted. 

Moreover, in exercising the ability to meditate, one can more freely develop their meaning of work and home and decide with more intent where the two worlds can overlap. Oftentimes, coming back to oneself can be a challenge, though the rewards of sustained mindfulness only compound as the practice of meditation becomes more seamless.

References 

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she led a psychology research lab on goal achievement and life satisfaction and took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. Through her creative and methodical vision, she engages both students and entrepreneurs to help them find their version of success.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com