After years in sales, Dan Di Cio, a Pittsburgh
accountexecutive, was aiming for 'a breakout season' selling high-tech
equipment. But even
working longer hours and weekends, he kept falling short of his goals. Watching other salespeople win awards, he asked himself early this year: 'Why can't I be that guy?'
狄After years in sales, Dan Di Cio, a Pittsburgh
accountexecutive, was aiming for 'a breakout season' selling high-tech
equipment. But even
working longer hours and weekends, he kept falling short of his goals. Watching other salespeople win awards, he asked himself early this year: 'Why can't I be that guy?'
Mr. Di Cio, a big
baseball fan, recalled how Major League
pitcher John Smoltz got help on his
mental game to pull out of a slump in 1991. Mr. Di Cio contacted sports
psychologist Gregg Steinberg after
hearing him speak and, with his help, Mr. Di Cio
learned that he was
working so hard that he risked driving his numbers even lower. Dr. Steinberg says he prescribed the same
remedy many pro
athletes
embrace: Stop over
working and allow yourself to relax.
Mr. Di Cio, a big
baseball fan, recalled how Major League
pitcher John Smoltz got help on his
mental game to pull out of a slump in 1991. Mr. Di Cio contacted sports
psychologist Gregg Steinberg after
hearing him speak and, with his help, Mr. Di Cio
learned that he was
working so hard that he risked driving his numbers even lower. Dr. Steinberg says he prescribed the same
remedy many pro
athletes
embrace: Stop over
working and allow yourself to relax.
Mr. Di Cio and says his
outlook improved so much that his boss asked, 'What's different about you?' His 2010 sales have doubled over a year earlier.
Mr. Di Cio and says his
outlook improved so much that his boss asked, 'What's different about you?' His 2010 sales have doubled over a year earlier.
Few events rivet people's attention more than a great
athlete in a slump, from Tiger Woods's lackluster
performances on the golf course earlier this year to Yankees' slugger Alex Rodriguez's
drought before hitting his 600th home run. Even when the world isn't watching, the same
psychological hurdles trip up the rest of us,
executives who aren't making their numbers or producing enough good work on the job. At the office, people lose confidence, dwell on past mistakes, become
anxious about every move and struggle to perform tasks they once enjoyed.
Few events rivet people's attention more than a great
athlete in a slump, from Tiger Woods's lackluster
performances on the golf course earlier this year to Yankees' slugger Alex Rodriguez's
drought before hitting his 600th home run. Even when the world isn't watching, the same
psychological hurdles trip up the rest of us,
executives who aren't making their numbers or producing enough good work on the job. At the office, people lose confidence, dwell on past mistakes, become
anxious about every move and struggle to perform tasks they once enjoyed.
'The principles that lead to slumps are the same' in both realms, says Dr. Steinberg, a Nashville, Tenn., author and
speaker on
performance issues. Signaling a slump, he says, are a loss of confidence, over-thinking every move,
dwelling on past failures or
working too much.
'The principles that lead to slumps are the same' in both realms, says Dr. Steinberg, a Nashville, Tenn., author and
speaker on
performance issues. Signaling a slump, he says, are a loss of confidence, over-thinking every move,
dwelling on past failures or
working too much.
A star
pitcher for the Atlanta Braves, Mr. Smoltz had a
dismal record of 2-11 at the All-Star break in 1991 when he tapped sports
psychologist Jack Llewellyn for help. 'I had lost my confidence,' says Mr. Smoltz, now a Major League Baseball analyst for television
network TBS. Frustrated, he was
trying to break out of his slump with hard work, but he was rushing himself on the mound and overanalyzing every bad pitch he made, he says.
A star
pitcher for the Atlanta Braves, Mr. Smoltz had a
dismal record of 2-11 at the All-Star break in 1991 when he tapped sports
psychologist Jack Llewellyn for help. 'I had lost my confidence,' says Mr. Smoltz, now a Major League Baseball analyst for television
network TBS. Frustrated, he was
trying to break out of his slump with hard work, but he was rushing himself on the mound and overanalyzing every bad pitch he made, he says.
With Dr. Llewellyn's help, Mr. Smoltz worked to recover more
swiftly from a bad pitch. He
repeatedly watched a two-minute tape Dr. Llewellyn had made of a half-dozen of his perfect pitches. Then if he made a bad pitch during a game, 'I
literally would not step back on the mound until I had pulled up that
positive file in my mind,' evoking what it felt like to throw well, Mr. Smoltz says.
With Dr. Llewellyn's help, Mr. Smoltz worked to recover more
swiftly from a bad pitch. He
repeatedly watched a two-minute tape Dr. Llewellyn had made of a half-dozen of his perfect pitches. Then if he made a bad pitch during a game, 'I
literally would not step back on the mound until I had pulled up that
positive file in my mind,' evoking what it felt like to throw well, Mr. Smoltz says.
His confidence restored, Mr. Smoltz posted a 12-2 record for the
remainder of the season and 'never looked back,' he says.
His confidence restored, Mr. Smoltz posted a 12-2 record for the
remainder of the season and 'never looked back,' he says.
The
psychological effects of a slump are similar in sports and work. The brains of
athletes forced to watch videos of themselves losing
resemble those of people who are
depressed, which threatens to
trigger further declines in
performance, according to a 2007 study in the
journal Brain Imaging and Behavior. Similarly, workplace studies show that employees who lose self confidence or think ill of themselves tend to perform more
poorly than people with high self-esteem, in turn fueling added
anxiety and depression.
The
psychological effects of a slump are similar in sports and work. The brains of
athletes forced to watch videos of themselves losing
resemble those of people who are
depressed, which threatens to
trigger further declines in
performance, according to a 2007 study in the
journal Brain Imaging and Behavior. Similarly, workplace studies show that employees who lose self confidence or think ill of themselves tend to perform more
poorly than people with high self-esteem, in turn fueling added
anxiety and depression.
Tim Stowell, a
commercial real-estate
broker for 25 years, used similar
tactics when he began losing his self-confidence during the recession. 'When you hear 'no, no, no,' enough times' while
trying to lure new
clients, 'you start to question whether you've still got the right approach,' says Mr. Stowell of Nashville, Tenn.
Tim Stowell, a
commercial real-estate
broker for 25 years, used similar
tactics when he began losing his self-confidence during the recession. 'When you hear 'no, no, no,' enough times' while
trying to lure new
clients, 'you start to question whether you've still got the right approach,' says Mr. Stowell of Nashville, Tenn.
Borrowing a tactic that he had read was used by golfer Jack Nicklaus to ward off
anxiety, Mr. Stowell started visualizing himself performing well in the future, in his case
client calls, and asked himself, 'What is it that I'm afraid of? I'm playing well or I wouldn't be where I am.'
Borrowing a tactic that he had read was used by golfer Jack Nicklaus to ward off
anxiety, Mr. Stowell started visualizing himself performing well in the future, in his case
client calls, and asked himself, 'What is it that I'm afraid of? I'm playing well or I wouldn't be where I am.'
Instead of criticizing himself in his head if he makes a minor error during a
presentation, he laughs it off or ignores it. He also recalls his goal of helping
clients save money, he says. Re-focusing on what he likes about his job is helping him land more new
clients once again, he says.
Instead of criticizing himself in his head if he makes a minor error during a
presentation, he laughs it off or ignores it. He also recalls his goal of helping
clients save money, he says. Re-focusing on what he likes about his job is helping him land more new
clients once again, he says.
Mr. Nicklaus curbed
tension on the golf course by stepping back for a moment to 'consciously
regain a
positive frame of mind,' says a
spokesman for Mr. Nicklaus.
Mr. Nicklaus curbed
tension on the golf course by stepping back for a moment to 'consciously
regain a
positive frame of mind,' says a
spokesman for Mr. Nicklaus.
To help
anxiousclients, Dr. Llewellyn, of Marietta, Ga., has them list on a card their strengths, such as a great fast ball, then laminate and carry it. Baseball players often keep it in their back pockets and glance at it between innings, he says. Some coaches have business
executives watch videos of good
presentations they have made in the past. Other people develop rituals to clear their minds, such as golfers who shake off a bad shot by pulling up some grass and scattering it in the wind.
To help
anxiousclients, Dr. Llewellyn, of Marietta, Ga., has them list on a card their strengths, such as a great fast ball, then laminate and carry it. Baseball players often keep it in their back pockets and glance at it between innings, he says. Some coaches have business
executives watch videos of good
presentations they have made in the past. Other people develop rituals to clear their minds, such as golfers who shake off a bad shot by pulling up some grass and scattering it in the wind.
Amateur golfer Greg DeRosa, Brookville, N.Y., says
learning to stop
dwelling on his mistakes on the golf course has helped him in business. During a slump as a golfer for Rollins College in Winter Park, Fla., his
anxiety after bad shots
triggered pessimism and more misses. When he
practiced harder and took lessons, he lost the
rhythm of his swing, he says.
Amateur golfer Greg DeRosa, Brookville, N.Y., says
learning to stop
dwelling on his mistakes on the golf course has helped him in business. During a slump as a golfer for Rollins College in Winter Park, Fla., his
anxiety after bad shots
triggered pessimism and more misses. When he
practiced harder and took lessons, he lost the
rhythm of his swing, he says.
Working with Tom Ferraro, a Williston Park, N.Y., psychotherapist who works with
athletes and performers, Mr. DeRosa quit
taking lessons and started telling himself, 'I'm pretty good the way I am. I'm going to trust my instincts.' Instead of
beating himself up if his ball landed in the bunker, he cut his losses and settled for a manageable shot that would get the ball back on the fairway. And he remained optimistic, telling himself the game 'would turn out OK,' he says. He has trimmed three strokes off his average since college five years ago.