Focus: What Can You Control?

Control the Controllables in Sales: Reduce Stress & Improve Results

Sales professionals often feel overwhelmed by external factors—market conditions, buyer decisions, or even what others think of them. The key to long-term success? Focusing on what you can control.

This session explores sales controllables, letting go of distractions, and creating a control game plan to help you take charge of your sales success.

Why Control Matters in Sales

In both sales and life, not everything deserves your energy. Stress and frustration often stem from focusing on uncontrollable factors. Instead, shifting your focus to controllables leads to greater confidence, clarity, and results.

What Sales Professionals Can Control

Your sales success depends on the actions you take daily. Here are key factors within your control:

Effort

• The number of outreach calls, follow-ups, and prospecting activities.

Attitude

• Maintaining a positive and solution-focused mindset, even after rejection.

Preparation

• Researching prospects, practicing pitches, and refining objection-handling techniques.

Follow-Through

• Keeping commitments and maintaining a 100% say/do ratio.

What Sales Professionals Cannot Control

Some factors are beyond your control. Trying to change them is a waste of energy.

What You Cannot Control in Sales

• A prospect’s decision to buy or not.
• Market conditions and the economy.
• What others say or think about you.

Recognizing the difference between controllables and uncontrollables allows you to focus on high-impact activities.

The "Pause & Reflect" Strategy for Staying in Control

When frustration sets in, avoid reacting immediately. Instead, follow these three steps:

Step 1: Pause

Take a moment to stop and reset before responding.

Step 2: Reflect

Ask yourself: “Is this within my control?”

Step 3: Decide

• If yes, take massive action.
• If no, let it go and refocus on what you can control.

This approach ensures your energy is directed toward productive actions rather than distractions.

Crafting a Control Game Plan for Sales Success

A strong control game plan helps sales professionals create momentum and drive results.

Step 1: Identify Your Top 3 Controllables

Write down the three most important things you can control in your sales process. Examples include:

• The number of prospecting calls you make daily.
• The time spent preparing for meetings.
• The speed and quality of your follow-ups.

Step 2: Build Daily Habits Around Them

• Block time for prospecting every morning.
• Spend 15 minutes researching each prospect before a meeting.
• Send personalized follow-ups within 24 hours after every meeting.

Step 3: Add Lagniappe – Do a Little Extra

The session introduces Lagniappe, a French Creole term meaning "a little extra."

Applying this in sales could mean:

• Sending a relevant article or resource after a call.
• Providing extra value beyond what was promised.
• Following up in a personalized way that strengthens relationships.

Small, thoughtful gestures can differentiate you and build stronger connections.

Final Takeaways: Focus on What You Can Control

• Success comes from controlling the right things.
• Commit to improving one controllable each day.
• Let go of distractions that drain your energy.
• Follow the say/do ratio—100% follow-through on commitments.

Sales professionals who focus on controllables reclaim their energy, confidence, and results.

Next Steps

• Review your controllables and create a daily plan.
• Apply the "pause and reflect" strategy before reacting to challenges.
• Look for small ways to add extra value with Lagniappe.

Success in sales isn't about controlling everything—it’s about focusing on what truly matters.