Is your team grinding itself to failure?

𝗜𝘀 𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺 𝗴𝗿𝗶𝗻𝗱𝗶𝗻𝗴 𝗶𝘁𝘀𝗲𝗹𝗳 𝗶𝗻𝘁𝗼 𝗳𝗮𝗶𝗹𝘂𝗿𝗲? Exhausted teams burn 𝟭𝟰 𝗺𝗼𝗿𝗲 𝗵𝗼𝘂𝗿𝘀 𝗽𝗲𝗿 𝗽𝘂𝗿𝘀𝘂𝗶𝘁, only to close 𝟳% 𝗳𝗲𝘄𝗲𝗿 𝗱𝗲𝗮𝗹𝘀.

If you’re part of a pursuit sales team or leading one, you know 𝗲𝘅𝗵𝗮𝘂𝘀𝘁𝗶𝗼𝗻 𝗶𝘀 𝗶𝗻𝗲𝘃𝗶𝘁𝗮𝗯𝗹𝗲. Left un-managed, it hits hardest at the most critical moment: When you're presenting to the client.

This is the moment that makes or breaks the deal. It’s when teams need to bring their A-game and show their boardroom presence, but too often, they’re running on empty. And trust me, 𝗰𝗹𝗶𝗲𝗻𝘁𝘀 𝗰𝗮𝗻 𝘀𝗲𝗻𝘀𝗲 𝗶𝘁.

Pursuits are often an "over and above" activity, something teams tackle after their day job. It’s what they sacrifice family for and what burns through weekends. Losing is draining and demoralizing—while winning? At best, it's only a short-term fix.

𝗥𝘂𝗻𝗻𝗶𝗻𝗴 𝗼𝗻 𝗘𝗺𝗽𝘁𝘆 = 𝗟𝗼𝘄 𝗘𝗻𝗲𝗿𝗴𝘆 = 𝗟𝗶𝗺𝗶𝘁𝗲𝗱 𝗖𝗹𝗶𝗲𝗻𝘁 𝗜𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻 = 𝗡𝗼 𝗘𝗺𝗼𝘁𝗶𝗼𝗻𝗮𝗹 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻 = 𝗟𝗢𝗦𝗜𝗡𝗚!

💡 𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿:

Running a large sales pursuit is NOT the same as your day job. It drains your mental AND physical energy. Your resilience will depend on how well you realign and protect your finite energy pool.

𝗛𝗲𝗿𝗲 𝗮𝗿𝗲 𝟱 𝗪𝗮𝘆𝘀 𝘁𝗼 𝗕𝗼𝗼𝘀𝘁 𝗣𝘂𝗿𝘀𝘂𝗶𝘁 𝗥𝗲𝘀𝗶𝗹𝗶𝗲𝗻𝗰𝗲 & 𝗘𝗻𝗲𝗿𝗴𝘆:

𝟭. 𝗠𝗮𝗻𝗮𝗴𝗲 𝘁𝗵𝗲 𝗖𝘂𝗿𝘀𝗲 𝗼𝗳 𝗜𝗱𝗲𝗮𝘁𝗶𝗼𝗻:

Be intentional about how much time you spend on ideas and strategy at the start. Don’t revisit your strategy every time you meet, it drains energy and kills momentum.

𝟮. 𝗘𝗺𝗯𝗿𝗮𝗰𝗲 𝘁𝗵𝗲 𝗣𝗮𝗿𝗲𝘁𝗼 𝗣𝗿𝗶𝗻𝗰𝗶𝗽𝗹𝗲 (𝟴𝟬/𝟮𝟬 𝗥𝘂𝗹𝗲):

You don’t need to solve every client issue down to the smallest detail. Focus on the 80% that truly matters. Remember: Solving everything in the proposal stage is not the same as credentialing—understand the difference.

𝟯. 𝗨𝘀𝗲 𝗧𝘄𝗼-𝗪𝗼𝗿𝗱 𝗖𝗵𝗲𝗰𝗸-𝗜𝗻𝘀:

Start every meeting with a quick two-word check-in. It’s fast, simple, and creates a Fast Charge for the team.

𝟰. 𝗕𝘂𝗶𝗹𝗱 𝘁𝗵𝗲 𝗥𝗶𝗴𝗵𝘁 𝗧𝗲𝗮𝗺 𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝗦𝘁𝗮𝗿𝘁:

Make sure everyone fully understands the strategy to WIN. Swapping out team members midway burns through time, energy, and momentum.

𝟱. 𝗙𝗲𝗲𝗱 𝗬𝗼𝘂𝗿 𝗠𝗶𝗻𝗱, 𝗕𝗼𝗱𝘆 & 𝗦𝗼𝘂𝗹:

• Stay Hydrated

• Eat plenty of Protein

• GET SOME SLEEP (Yes, really! Even a power nap can help), Rest is a Performance Enhancer!

• Manage caffeine intake—especially the night before a big presentation.

• Take a Break – Take a Walk: Sometimes all you need is a quick walk and some fresh air to revitalize the mind and the body.

How do you keep your team energized during high-stakes pursuits? Share your thoughts below! #ResiliencetoWIN #EnergyManagement #PursuitCoaching #PursuitToWin #THRIVE2025 #CoachingWinsWithCoeni