Cover Page -- Title Page -- Copyright -- Acknowledgments -- Contents -- Introduction -- Strategies -- Test Yourself -- Learn the Difference Between Creative Stress and Burnout-Inducing Stress -- Recognize When You're Feeling Stressed -- Monitor Your Diet -- Make Your Move! -- Breathe Right -- Get Some Perspective -- Give Yourself a Reward -- Set Your Own Limits -- Have the Sense of a Goose -- Don't Be an Eleanor -- Group Like Activities Together -- Take Back the Morning -- Develop a Success Ritual -- Make Your Commute Work for You, Not Against You -- Take a Good, Long Look at Your Surroundings -- Go with the Flow -- Ask Your Manager for Help -- Find Another Point of Entry -- Escape the "Rejection Trap" -- Understand Your Own Numbers -- Abolish the Sales Slump -- Learn the Ten Commandments for Making Sales Slumps a Thing of the Past -- Take Twenty-One Days at a Time -- Beating the Habits That Make Long-Term Burnout Possible -- Selling Yourself a Bill of Goods -- Setting Uninspiring Goals -- Not Tracking Your Own Time -- Not Knowing What Kind of Day You Just Had -- Failing to Engage the Other Person Effectively During the First Meeting -- Buying into the "Vanity" Sales Culture -- Doing All the Work Without Getting Any Commitment from the Other Side -- Forgetting about Prospects Once They Turn into Customers -- Not Positioning Yourself as a Resource -- Not Getting Feedback from Your Customers -- Making Sales Projections That Have Nothing to Do with Reality -- Not Making Peace with Your Organization's Tech People -- Keeping Your Supervisor Out of the Loop -- Not Instilling a Sense of Urgency -- Insights -- Professionalism Prevents Burnout -- Urgency Is Different from Anxiety -- Everyone Has a Corporate Career Turning Point -- There Are Five Stages to the Sales Career -- It Pays to Move Forward.

Salespeople Who Don't Burn Out Have Certain Personality Traits -- You Can't Do Everything -- You Create Your Own Truth -- For Managers -- Determine What Your Ideal Performer Looks Like - and Try to Hire Against That Model -- Recruit with the Live Breathe-Enjoy Formula! -- Strategize for the Marathon -- Set Regular One-on-One Coaching Meetings -- Choose the Mentor! -- Establish an Eight-Week Coaching Plan for the Team as a Whole -- Understand the Transition Curve -- Build Training and Retention Programs Around Your Top Performers -- Choose the Right Compensation Structure for the Salesperson -- Remove as Much Stress as Possible When It Comes to Making Prospecting Calls -- Understand the "Investment" You're Dealing With -- Learn the Criteria of the Prospect Management System -- Use the Project Management System to Develop Forecasts Based on Reality, Not Guesswork -- Make "Faking It" a Thing of the Past -- Conduct a Call Blitz -- Ask Questions to Get to the Underlying Reality of the Sale -- Thoughts on Burnout Prevention for Telesales Professionals -- Online Resources: Stress and Burnout -- About the Author.