Being in the zone begins with being  in one of three zones. These are the flow zone, the panic zone or the drone zone. When we are in the panic zone, we are anxious, feel things are out of our control and do not function effectively. Not only do we experience these aversive states subjectively, but in a sales environment, customers and colleagues are also aware of how we are feeling.

In the drone zone we are bored, lacking motivation and uninterested in what we are doing. We feel demoralised and “cannot be bothered”. Some individuals who perform frequently in the panic zone can, because they expend so much energy in a negative or unproductive way, fall into the drone zone through sheer exhaustion.

The Flow Zone:

Focused, Relaxed, Confident, No Self- Awareness, No Distractions, No Evaluation

The Panic Zone:

Anxious, Hypervigilant, Distorted Thinking, Poor Processing Skills

The Drone Zone:

Bored, Unmotivated, Demoralised, Lethargic, Unfocused, Distracted.

Working as a workplace coach I was hired by a private Air Charter Company to improve the confidence, focus, and motivation of its internal sales team.

The age ranged from mid twenty’s to mid fifty’s both sexes. It was important to understand the needs of the individual and balance them against the needs of the company without compromising any confidentiality between both the staff being coached and the company’s objectives. Everyone had a one to one meeting and a work/life balance profile during which strengths, weaknesses, and opportunities and threats were discussed and a plan put into action. Several individuals had work and personal issues that were confidential and could have impacted their work if brought into the open.

Using change techniques overall performance was dramatically improved to increase focus and ultimately sales