An average day in the life of a salesperson can be outright overwhelming. Between navigating back-to-back meetings, an inbox overflowing with urgent requests, and aggressive growth targets, the pressure to perform is what makes 70% of sellers say they struggle with their mental health. But what if there was a way to better navigate high-pressure sales? A way that could help you not only reduce stress, but increase your overall clarity and effectiveness in the role?

In this insightful interview, that’s exactly what we learn from Executive Vice President of Sales, Bryan Chubb. Over the past year, I have worked with Bryan and his sales team to integrate mindfulness into their professional lives. This has helped the team to unlock new levels of performance, and improve their overall team culture and workplace wellness. 

Read on to discover how practicing mindfulness has transformed Bryan’s approach to leadership and sales, and learn practical tips for incorporating these techniques into your own routine.

TT: What’s your current role like as an Executive Vice President of Sales?

BC: As the EVP of Sales at Montrose Environmental Group, my main role is to lead and develop a team of over 250 sellers and seller-doers unlocking their full potential to drive exceptional performance. It’s also my responsibility to help grow the business and support our clients. To promote personal and professional growth, our team gets together virtually each month for a skills sharpening workshop. We learn together, learn from each other, and build trust. Once a year, the program focuses on wellness, because in order to perform our best in business, we need to take care of ourselves first.

TT: What are some of the challenges you face as a sales professional?

BC: There is always pressure to perform in sales, because the entire organization relies on a consistent flow of work coming in. There is stress that comes with the expectations we put on ourselves through aggressive growth plans. As a company that is very nimble and moves very fast, it can be overwhelming some days.

TT: How were you first introduced to mindfulness, and what motivated you to integrate it into your personal or professional life?

BC: I was first introduced to mindfulness through my TEC Canada coach. At the start of a 1:1 meeting, he noticed I was stressed and that my mind was moving at a million miles an hour. He introduced me to the power of breathwork, and we spent the first 30 seconds of the meeting breathing. What an impact!

TT: What specific mindfulness practices have you found most beneficial for navigating a high-pressure sales environment?

BC: Breathwork has been critical for me. During a workshop with Trish through TEC Canada, she gave our group three very simple exercises to introduce into our daily habits. My favourite exercise is "here, now". Prior to going on a high-pressure video call, I use this exercise to get in the right frame of mind and slow me down. I also have introduced daily morning nature walks—not for exercise, but to appreciate my surroundings and ease my racing mind. Mindfulness doesn't have to be on a yoga mat with soft music!

TT: How can mindfulness be particularly beneficial for salespeople? 

BC: In sales, we are constantly reacting to customer requests and managing big deals as we push to our sales goals. Often, we can overlook details if we are moving too fast. Mindfulness brings clarity and sharpness that can translate into being a more effective seller in front of a client. It can make us slow down so we’re more eager to listen rather than talk—a key skill for any sales professional!

TT: What changes have you noticed in your professional relationships or team dynamics since practicing mindfulness?

BC: In years past, I received feedback that I was very intense and could come across as an intimidating pace setter. Mindfulness has helped me work more effectively with others by slowing down and being a better listener. 

TT: What advice would you give to other sales professionals who are skeptical about the benefits of mindfulness?

BC: Trish taught me that mindfulness is like exercise. It's not easy. You haven't really practiced mindfulness until you've put in the work and done it consistently. Trying mindfulness twice is like doing two pushups and saying it doesn't work.  

TT: Looking forward, how do you plan to further develop your mindfulness practices and promote its benefits within your team?

BC: We have incorporated mindfulness into the start of every sales workshop! Every meeting has the same "norms," and we start with a minute of mindfulness as a team. Having 60 people on a call together for 60 seconds of silence can be powerful. At the end of the minute of mindfulness, each person enters a word to describe how they are feeling in the chat. We will continue to share mindfulness practices as a group and place an emphasis on wellness in order to be the strongest sales team in the industry. Our competitive advantage is that our team is constantly learning and recognizes the importance of workplace wellness.

Thrive in High-Pressure Sales with Mindful Workplace Training 

Over the years, I’ve helped countless sales teams like Bryan’s to better manage stress, create a positive team culture, and improve workplace wellness with my Mindful Workplace Training. Explore the mindfulness training topics that can help your sales team members achieve their revenue goals while remaining healthy, happy, and motivated all year long.