Quote from James A.Hart on July 16, 2025, 10:17 pm

When we talk about sales performance, most people focus on scripts, objection handling, or call tactics. But there’s one factor that quietly shapes your results more than you think: how you live outside of work.

You can’t show up half-asleep, sip a coffee, and expect to close like a high performer. It doesn’t work that way.

Sales, especially phone-based selling, is a game of energy. And the quality of that energy depends on how you manage your body and mind before you ever pick up the phone.

Your routine sets the tone

If you’re not sleeping well, not moving your body, and letting distractions chip away at your focus, it’ll show. You’ll sound sluggish. You’ll miss cues. You’ll ask the same questions twice because your brain isn’t sharp.

That’s why top performers treat their pre-call routine like athletes preparing for a match. They experiment with what works:

– What time of day are they sharpest?
– What kind of food or movement keeps them focused?
– How do they mentally reset between calls?

This isn’t about discipline for the sake of discipline. It’s about output. Energy. Precision.

Distraction is the silent killer

Social media, even in small doses, destroys focus. Checking Instagram between calls might feel harmless—but it splinters your attention.

When you’re only 60% present, your results drop faster than you think. You won’t catch subtle objections. You’ll sound mechanical. And worse, you’ll make prospects repeat themselves, which is a clear sign you’re not truly listening.

They won’t say it out loud. But they’ll feel it. And they won’t buy.

Be honest with yourself

Every rep has good and bad days. But the key is asking:
If I repeated today 30 times, would I hit my goals this month?
If the answer is no, something needs to change.

Because at the end of the day, the pillow never lies. You know whether you left it all on the field—or just coasted through.