“Make sure that you’re not making those decisions at emotional highs or right after emotional lows.” – Todd Caponi in today’s Tip 1107
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Todd Caponi. Todd is the author of the 3x award-winning & best-selling book, The Transparency Sale, and a top-rated keynote speaker & trainer as Principal of Sales Melon LLC. His next book, The Transparent Sales Leader, is planned for early this year. Here he is:
Todd Caponi: Hey everybody. Today I was listening to sports radio and there’s some talk right after a couple of NFL playoff losses in American football around a certain greatest of all time quarterback Tom Brady and lots of questions swirling about whether or not he’s going to retire or not. Every interview, every podcast he’s been on, they’re asking him that question and they’re trying to get a decision out of them. And I think he’s taking a smart approach like, “Hey, listen, let’s let everything settle down.”
The reason I bring this up is when we think about our careers, let’s say you’re thinking about changing jobs or even changing careers for that matter. My advice to you is to make sure that you’re not making those decisions at emotional highs or right after emotional lows. And what I mean is, let’s say you just lost the deal or month or quarter ended and it wasn’t so good or your pipeline doesn’t look that great or maybe your boss just got mad at you. Those are not the times to be making your career decisions. In other words, it’s better to actually pick a date on the calendar. I used to actually do this. I kind of figured it out too late but every 90 days I had a date on my calendar. It was actually the middle of every quarter.
So first quarter, February 15, I would have a meeting notice for myself where I would sit down and commit. I would either commit for 90 days to staying or I would commit that, “Hey listen, the time is now for me to start considering other options.” And whatever that commitment was, I didn’t change that for 90 days. That allowed me to smooth through the emotional highs and the emotional lows and to make really smart decisions for my career. Because once you make that move, your career either just got worse or just got better. If it just got worse, there’s no coming back from that.
So don’t let that recency bias of different situations that happen to you influence your decision. Wait for the calm periods and actually scheduling it for me was a really powerful thing. And if I knew that there was something emotional that was happening on February 15, maybe I would push it out a week and just make sure that cooler heads prevail because your career is nothing more important than that. And those decisions you make, you’re never getting back.
All right, so during the great resignation here, make sure that you are taking a very thoughtful, purposeful approach to your career and not letting the recency bias of different emotional highs and lows influence your decision. All right, let me know what you think of that. Give it a try. And if you’ve got questions, I’m here and I want to be a resource for you. So reach out. All right. Thanks.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening.