In 2011, I suffered an idiopathic stroke.
I was a former athlete in my mid-30s with no known physical issues, so to say it was a shock is an understatement.
After numerous tests, the doctors couldn’t tie the event to any specific underlying health issues.
You may have heard me tell this story before, but it had a big impact on my life. It was a scary and eye-opening experience. In fact, it caused me to rethink my daily habits in an entirely new light.
I want to pass on what I learned so others don’t have to go through a similar experience.
In SaaS sales, you’re taught that constant hustle is the only way to get results. And that’s how I used to structure my life—I went really hard at work, constantly stayed up late to finish things, got up early for that extra competitive edge, and then grabbed a quadruple espresso or a Red Bull in the afternoon to keep pushing through the fatigue.
And look, I get it. I’ve been in sales for over 20 years, so I understand what’s required to get the big deals closed and what’s expected of you. The marquee prospect doesn’t want to wait and that proposal needs to get out the door. Not to mention, managers and leaders are impatient to keep the gravy train running.
But seeing the direct link between that lifestyle and my hospitalization led me to realize that hustle culture was not actually compatible with a long, successful career as a seller.
So, I decided to make my health my priority and the foundation to my career in sales. I re-thought my daily habits and worked backwards to figure out how I could integrate my work and life without sacrificing my well-being.
Over time, I’ve become a top producer with consistent success (and improved my health and happiness along the way).
Here’s How I Did It:
→ Start with a foundation of good, quality sleep. I talk about sleep a lot and that’s a testament to how important it really is.
Good rest is the key to your mental recovery—without it, you’re starting each day with a handicap that becomes progressively more difficult to overcome.
But if you make your sleep a priority by establishing a wind-down routine, avoiding screens, and going to bed every night at the same time, you’ll maximize your likelihood of operating at full capacity the next day. And that will make you a better seller.
→ Ditch the caffeine after 12pm (or 10 hours before bedtime). Trust me—water is your best friend. While caffeine is great for providing a morning boost, you don’t want to become overly dependent on it. Consuming too much of it has adverse health effects, and consuming it too late will interfere with your natural circadian rhythm and ability to decompress effectively at the end of the day. If you get your body accustomed to water, you’ll end up healthier and happier.
→ Craft a diet and exercise plan that is consistent and sustainable. You’re only as good as what you put into your body and how well you take care of yourself. You’re in the game of life and the goal is to maximize your health and wellness as long as possible—that will in turn drive great performance and outcomes.
→ Don’t be a slave to your calendar — make your schedule work for you. There is always more work to do, more goals to hit, more people to impress. Consistently pushing yourself beyond what you’re capable of isn’t sustainable, physically or mentally. Instead, think through how you can align your daily schedule with your energy levels and how you can build in time for rest and recovery. Once you have a plan, stick to it.
If you’re used to the constant hustle and grind, this might seem like a big transition. But I guarantee you’ll be a more effective seller if you’re able to swap the chaos of “just keep going” for prioritizing healthy habits and routines.
The good news is that you don’t have to do this all yourself — there is amazing new technology, like sophisticated wearables, designed to help.
It’s been a major contributor to focusing on the right performance KPIs and helped me close over $30M in SaaS sales in the past 10 months.
And remember: prioritize your health first, because when you’re a better human, you’re a better seller.
When you’re ready, here are 3 ways I can help you:
- Get the exact system I’ve used to go from earning $200K to over $1M a year in SaaS sales without burning out here. (1,700+ students)
- Join a community of Purpose-Curious™ sellers in the Make More Hustle Less Club where we develop a personal operating system together here. (300+ members)
- Book a 1:1 coaching session to up-level your performance here. (Limited spots available)