When you're doing all the right things but still not getting results, what do you do? In this episode, Johnny and Rachael take a reverse angle on performance - exploring what happens when effort isn't translating into outcomes, and how to diagnose the real problem without spiralling into panic or knee-jerk strategy changes. Key Takeaways Stop and check: Are you actually doing the right things? Distinguishing between thinking you're executing well and genuinely doing so, and how to tell the difference Process over outcome. Redirect your attention to controllable inputs - preparation, pipeline, conversations, and follow-up. Get an outside perspective. Coaches, mentors, managers, and peers help you diagnose what’s really going on and get back to the fundamentals when you can't see your own blind spots Increase intensity, don’t pull back. When results dip, freezing or slowing down is the worst response. Lean into activity, tighten routines, and double down on the basics instead of retreating. Avoid knee-jerk reactions. Changing everything at the first sign of trouble destroys momentum. Calmly audit your strategy, fix what’s broken, and keep what’s working long enough to see results. Keep your sales strategy in "beta”. Your sales approach is never finished. Treat it as a work in progress that you review regularly, making small adjustments rather than a set-and-forget or a total rebuild. Notice how pressure changes your process. As targets get closer, pressure can quietly distort your technique - rushing calls, skipping prep, tightening up. Staying anchored in your process matters most under stress. Two types of being stuck: Consciously changing your process before you understand the problemSubconsciously letting pressure change your process without realising itThink in milestones, not just wins. Measure progress at each stage — meetings, quality conversations, proposals — not only closed deals, so you can see movement even before the final outcome. Consistent inputs = consistent outputs. Inconsistent results almost always trace back to inconsistent effort. Stable, repeatable daily behaviours are what create predictable performance. What high performers do differently. High performers diagnose before they react, execute with discipline, seek feedback, separate emotion from evidence, and stay focused on what they can actually control Follow Johnny Lee on LinkedIn Follow Rachael Valtwies on LinkedIn Follow EnableIQ on LinkedIn About Psyche of Sales: Snapshots This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.
