When the pipeline is full, you’re riding high. You’re also secretly waiting for the drop. When it’s thin, you’re bracing for impact. And somewhere in between, you start questioning everything: Did I do enough? Did I miss something? Am I about to blow this month? That mental spiral can be avoided when we simply do the work.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, sits down with Jason Reynolds, partner and trainer at Sandler by the Ruby Group, to talk about “behaviors”.

Jason walks through Sandler’s “success triangle”. That includes behavior, attitude, and technique. Then he zeroes in on what sellers actually control: goals, plans, and actions.

You may not control the market. You may not control buyer timing. But you absolutely control whether you make the call, send the email, ask for the introduction, or track your activity.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

-Sales is emotional because inconsistency creates mental pressure swings

-Head trash can sabotage performance before the numbers ever do

-Prospecting discomfort is normal — avoidance is costly

-Use the “More, Better, Different” filter to adjust behaviors

-Track activity like you would track diet or workouts

-Leaders must model accountability before coaching it

-Belief follows action, not the other way around

-Start with one committed behavior and build momentum

——————-

Helpful Links:

Jason Reynolds, Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/