‘Whether the astronaut or the surgeon, both do continuous simulations to practice their skills and processes for a successful space mission or a successful surgery. In the B2B sales arena, we call these simulations “role plays.” Research shows that only 20% of sales organizations practice role plays on a consistent basis or as part of their training program (Janek).

Over your career you may find you are in a sales slump or even experiencing sales burnout. I have been in a few short slumps over my long career in sales. They have been short because, I believe, of the “non sales” activities I engage in on a regular basis to keep me “sales healthy.” Sales burnout has many of its root causes in your thinking and attitude. As my favorite sales guru Jeffrey Gitomer says, “You become what you think about all day.”