Recently, I came across an article which, from the title, I expected to provide some tips for selling when one is feeling “tapped out” (we have all had those days, right?). However, instead of a motivational how-to style advice column, it seemed that the author was suggesting that when one is feeling this way, he or she should not be selling at all. I was even more surprised when I read the comments because they all seemed to agree with the author’s opinion. So, perhaps it’s the competitive small business owner mentality in me, but just feeling a bit under the weather doesn’t make the choice to “not sell” an easy one and it doesn’t make me feel like I’d be “better off” taking a day to recover (assuming there was a choice to be made) without some serious thought.

In this article, I’d like to share a different opinion** on this subject and some ideas on how I’d recommend weighing your options.

The main considerations when deciding if you should proceed with your sales responsibilities at all (due to your emotional/physical health) are:

(1) Extent of illness (are you suffering from a stubbed toe, some distractions in your personal life, or the plague?)

(2) Urgency of responsibility (are you scheduled for another set of daily prospecting calls or to attend a trade show that only occurs once a year? If it is the former, also consider the timing. For example, if today is Friday, could you complete your work for today and then be sick during the weekend?)

(3) Necessity of your involvement (is there someone else who could stand in for you with relative ease or do you need to be the person to take care of things? Be honest…)

As you know, with or without you, another work day will transpire. However, as long as you are not also contagious, if your illness is not extensive, your responsibilities are urgent, or your involvement is necessary, consider “Option One.” Otherwise, choose “Option Two” but only after you have made the appropriate accommodations, as below.

Option One: Power Through
If you choose to power through your sales responsibilities, commit to them fully (no excuses). Understanding that you are not feeling 100% leads to an understanding that you must work harder to obtain the same results. Instead of trying to multitask like you do on other days, focus your attention on one task at a time. Taking copious notes while working on a creative or interpersonal task will help you to remain engaged and remember the details afterwards. Drink plenty of water, don’t forget to eat, and monitor your condition (if you start feeling worse despite best efforts, take a mini-break to collect yourself and reevaluate your health before returning to work). Also, don’t be afraid to ask for help. Trust in the support system you have built to share some of your responsibilities and/or hire additional assistance so that you can focus on your most important action items while the others are taken care of as well.

Option Two: Make Time to Recover
If you choose to make time to recover, make the most of that time. After prioritizing the tasks you had intended on accomplishing and considering your resources, delegate what you can and reschedule anything you can’t. At the very least, provide instructions to your assistant so that he can pass along your sincere apologies. Then, focus on yourself by resting, drinking plenty of fluids, and following your doctor’s advice for treatment. Also, don’t replace work life stressors with personal life stressors during your time away. It may be difficult to shut out distractions, but you must focus fully on your recovery while you can because, if you don’t, you may have to repeat this whole process again tomorrow (which puts you even further behind, adding to your workload and stress when you return).

You know yourself better that I do, so, although this choice can be a challenge for dedicated professionals like you and me, I hope these comments will provide the perspective necessary to help you make the right decision for yourself.

** DISCLAIMER: I am not a medical professional. Regardless of work concerns, your health is important; to ensure appropriate care, I would encourage you to seek the advice of a qualified medical professional whenever you are feeling under the weather.  If there is, however, anything else I can do to help, please don’t hesitate to contact me at any time.

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