Why energy is so important

Digging deeper into our series on what it takes to be a champion sales professional, we have to start at the top of the pyramid with an understanding of Energy. Over the next several weeks, we will be churningOn the Six Key Characteristics of Champion Sales People. I call it ELU squared or E-L-U to the power of two: Energy, Enthusiasm, Likable, Love, Unique, and Urgent.

Like everything in life, to be a champion, you must understand the difference in managing energy versus managing time. Time management is way over-rated. Energy management is very misunderstood. Each of the other characteristics of a champion sales person simply can not be accomplished without first learning to manage your energy. I believe the best body of work on this subject comes from Jim Loehr and Tony Schwartz, authors of The Power of Full Engagement and founders of The Human Performance Institute.

Without being an excellent manager of your energy (mental energy, emotional energy, physical energy, and spiritual energy) you will not be able to be enthusiastic, to be likable, to be lovable, to be unique, and to be urgent. Let's just leave it at that for today and go deeper into the butter maker tomorrow, when we discuss why 'oscillation' is the key to high performance.