In our modern sales landscape, every small inefficiency—every toleration—can add up to lost energy and missed opportunities.
So, what exactly is a toleration? Thought leaders like Scott Blanchard and Madeleine Homan introduced me to this idea in Leverage Your Best, Ditch the Rest. They define tolerations as those seemingly trivial issues that steadily drain your energy.
Thomas Leonard, a pioneer in the coaching space, captured it perfectly: tolerations are the little distractions that accumulate like barnacles on a ship’s hull. Individually, they might seem negligible, but over time, they can significantly slow you down.
In coaching inside sales teams, I see it play out every day. Whether it’s inefficient processes, redundant meetings, or miscommunications in our virtual environments, these are the moments that make you roll your eyes—literally or metaphorically.
Think of it as managing an emotional budget. On a good day, you might only spend a few pennies. But when those pennies add up to a dollar, that’s your cue: your capacity for toleration has been maxed out.
Here’s an approach to reclaiming your energy and operational excellence:
- Audit Your Energy Expenditures: Write down every irritation or inefficiency—no matter how small. The act of documenting these challenges often diminishes their hold over you.
- Identify Your Sphere of Influence: Highlight the issues you can control. As inside sales professionals, you have the power to streamline processes, update outdated practices, and improve communication channels. Decide what adjustments you’re ready to implement and then follow through.
- Embrace Emotional Agility: For the challenges beyond your control, focus on managing your reactions. This isn’t about accepting poor behavior—it’s about cultivating resilience. Remember, letting go of a negative vibe is not the same as giving someone a free pass to repeat the behavior. A wise friend once told me, “Just because you forgive someone doesn’t mean you have to let them do it again.”
- Invest in Coaching and Development: If you find yourself repeatedly hindered by these micro-stressors, it might be time to work with a coach. A skilled coach can ask the tough questions, challenge your assumptions, and help you create customized strategies that align with today’s agile, growth-oriented leadership.
In the context of inside sales, where every interaction and process can impact your performance metrics, being proactive about eliminating tolerations isn’t just good for personal wellbeing—it’s a critical leadership strategy.
By streamlining your focus and energy, you’re not only enhancing your own performance but also setting a powerful example for your team.
Reflect on your daily challenges, embrace strategic change, and let’s elevate our inside sales game by clearing out the tolerations that slow us down.