Seemingly harmless habits like excessive social media scrolling, shopping, or overeating can be mechanisms to avoid the fear and anxiety common in high-pressure sales roles. Recognizing these as numbing behaviors is a first step to addressing underlying mental health issues.
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A host shares a personal story of experiencing panic attacks as a 22-year-old salesperson, which a doctor diagnosed as anxiety from job pressure, isolation, and the desire to perform well. This highlights how physical symptoms can manifest from purely psychological stress in sales.
Stop looking for external solutions or blaming platforms for your lack of focus. The only way to use social media for work without getting consumed is through raw, personal discipline. It's an internal battle of accountability, not a technical problem to be solved with a 'hack'.
We don't reach for our phones out of genuine interest but as an escape from boredom, stillness, and underlying emotional pain. Distraction is a protective, emotional pattern. Reclaiming focus requires building the capacity to sit with discomfort rather than constantly seeking escape from it.
Focusing on metrics like '40 calls a day' leads to burnout. Modern sales leaders should measure team well-being and the ability to avoid overwhelm as primary KPIs. A psychologically healthy team is more profitable than a team purely focused on volume.
The feeling of being overwhelmed is typically not a result of having too much to do. It's a symptom of unexpressed emotions—like excitement, fear, or anger—that are being suppressed. It can also signal that you are avoiding a crucial but difficult task. Addressing the emotion or the avoided task alleviates the feeling of overwhelm.
When salespeople consistently procrastinate on activities they know are crucial for success, like making calls or posting on LinkedIn, it's often an indicator of underlying mental health challenges like fear or imposter syndrome, not simply a lack of discipline.
Workaholism isn't just a habit; it's a coping mechanism. It works by distracting the brain, which reduces activity in the amygdala—the center for fear and anger. This is the same principle used to calm a distressed toddler.
The true cost of social media isn't just the time spent posting; it's the constant mental energy dedicated to it—planning content, checking engagement, and comparing yourself to others. Stepping away frees up significant cognitive "white space," allowing for deeper, more strategic thinking.
Mentally secure salespeople are open to new ideas and coaching. In contrast, those struggling with their mental health may be highly resistant to change because new methods can feel like a threat to their already fragile professional identity and sense of competence.
When men report feeling numb, it is a common misinterpretation to see it as an absence of emotion. In reality, numbness is a psychological defense mechanism signaling that the emotional system is overwhelmed and has gone into shutdown. It is a sign of emotional fullness, not vacancy.