Mental Toughness

Training for Salespeople & Managers

Sales is a competitive sport...

Professionals who sell should be trained like professional athletes.

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Selling is more like an athletic competition than an office job…

Mental Toughness is often the key differential in a Salesperson’s success.

Mental Toughness Can Improve Sales Activity and Results

Research indicates sales activity and results increase when reps operate at peak emotional efficiency and effectiveness. In a recent study, Salespeople who completed Mental Toughness training had a 32% average year-over-year increase in sales production.​

What is Mental Toughness Training for Sales?

The AA-ISP is excited to bring you this online, self-paced training program delivered by Dr. David Neff and his team of mental toughness experts. The Mental Toughness Training is based on hundreds of research studies in the fields of performance psychology and sports psychology along with the practical experience of Dr. David Neff and his team of mental experts. Dr. Neff and his team have helped thousands of professional athletes and professional Salespeople.

With courses designed for either Managers or Salespeople, or Sales Teams you will be sure to get the training you need to become mentally tough. The Mental Toughness Managers Course provides a deeper dive into the lessons, as well as additional training on becoming an Elite Level Mental Toughness Coach for their teams.

How is the Training Delivered?

For behaviors to change, mental toughness strategies must be mastered. The training course is delivered on the BrainX Training System, which is the same platform used for the AA-ISP’s CISP® program.

Students will take a variety of courses which consist of:

  • Video lessons
  • Lesson transcripts
  • Answering study questions
  • Practicing and applying the skills learned in their sales environment
  • Recording lessons learned for review
  • Feedback from Dr. David Neff and his team of mental toughness experts

With courses designed for either Managers or Salespeople, you will be sure to get the training you need to become mentally tough. The Mental Toughness Managers Course provides a deeper dive into the lessons, as well as additional training on becoming an Elite Level Mental Toughness Coach for their teams.

Course Timeline

Salespeople normally complete the course work in a period of four to eight weeks, depending on how much time they spend in training each day. The optimum training schedule is for Salespeople and Sales Managers to spend 15 to 30 minutes dedicated to this course, early in each work day. This schedule has an effect on the brain that is similar to the physical exercise effect, which increases metabolism for several hours after exercise. In this case, Salespeople report an increased level of mental focus and productivity.

Check Out a Sample Lesson

In this lesson, Dr. Neff explains the importance of having an effective pre-call system, and how having a final mental prep step can radically boost your success rate.

Course Certification

  • Salespeople who complete the coursework will receive a certification as Elite Level Mental Toughness Selling Professionals.
  • Sales Managers who complete the coursework will receive certification as an Elite Level Mental Toughness Sales Manager and Coach.

What People are Saying About Mental Toughness

  • "This routine has helped me stay calm and take each call with an open mindset."

    - Rey

  • "I had never done this before. Maybe sort of positive versus negative thoughts, but not the tweaks to change the inner dialogue. I like this very much."

    - Tonya

  • "I have changed negative self talk into positive self talk. It's been extremely helpful because I am more objective in the moment."

    - Michelle

  • "It has helped center me and reduce the feeling of stress."

    - Allen

  • "The exercises have allowed me to remain calm, focused and more confident in situations that might otherwise become more stressful."

    - Deryk

  • "These techniques REALLY WORK, when needed, to calm me down and make me more comfortable...and to get back into a good Zone-5 state."

    - David