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After years in sales, Dan Di Cio, a Pittsburgh account executive, was aiming for 'a breakout season' selling high-tech equipment. But even working longer hours and weekends, he kept falling short of his goals. Watching other salespeople win awards, he asked himself early this year: 'Why can't I be that guy?'
Mr. Di Cio, a big baseball fan, recalled how Major League pitcher John Smoltz got help on his mental game to pull out of a slump in 1991. Mr. Di Cio contacted sports psychologist Gregg Steinberg after hearing him speak and, with his help, Mr. Di Cio learned that he was working so hard that he risked driving his numbers even lower. Dr. Steinberg says he prescribed the same remedy many pro athletes embrace: Stop overworking and allow yourself to relax.
Mr. Di Cio and says his outlook improved so much that his boss asked, 'What's different about you?' His 2010 sales have doubled over a year earlier.
Few events rivet people's attention more than a great athlete in a slump, from Tiger Woods's lackluster performances on the golf course earlier this year to Yankees' slugger Alex Rodriguez's drought before hitting his 600th home run. Even when the world isn't watching, the same psychological hurdles trip up the rest of us, executives who aren't making their numbers or producing enough good work on the job. At the office, people lose confidence, dwell on past mistakes, become anxious about every move and struggle to perform tasks they once enjoyed.
'The principles that lead to slumps are the same' in both realms, says Dr. Steinberg, a Nashville, Tenn., author and speaker on performance issues. Signaling a slump, he says, are a loss of confidence, over-thinking every move, dwelling on past failures or working too much.
A star pitcher for the Atlanta Braves, Mr. Smoltz had a dismal record of 2-11 at the All-Star break in 1991 when he tapped sports psychologist Jack Llewellyn for help. 'I had lost my confidence,' says Mr. Smoltz, now a Major League Baseball analyst for television network TBS. Frustrated, he was trying to break out of his slump with hard work, but he was rushing himself on the mound and overanalyzing every bad pitch he made, he says.
With Dr. Llewellyn's help, Mr. Smoltz worked to recover more swiftly from a bad pitch. He repeatedly watched a two-minute tape Dr. Llewellyn had made of a half-dozen of his perfect pitches. Then if he made a bad pitch during a game, 'I literally would not step back on the mound until I had pulled up that positive file in my mind,' evoking what it felt like to throw well, Mr. Smoltz says.
His confidence restored, Mr. Smoltz posted a 12-2 record for the remainder of the season and 'never looked back,' he says.
The psychological effects of a slump are similar in sports and work. The brains of athletes forced to watch videos of themselves losing resemble those of people who are depressed, which threatens to trigger further declines in performance, according to a 2007 study in the journal Brain Imaging and Behavior. Similarly, workplace studies show that employees who lose self confidence or think ill of themselves tend to perform more poorly than people with high self-esteem, in turn fueling added anxiety and depression.
Tim Stowell, a commercial real-estate broker for 25 years, used similar tactics when he began losing his self-confidence during the recession. 'When you hear 'no, no, no,' enough times' while trying to lure new clients, 'you start to question whether you've still got the right approach,' says Mr. Stowell of Nashville, Tenn.
Borrowing a tactic that he had read was used by golfer Jack Nicklaus to ward off anxiety, Mr. Stowell started visualizing himself performing well in the future, in his case client calls, and asked himself, 'What is it that I'm afraid of? I'm playing well or I wouldn't be where I am.'
Instead of criticizing himself in his head if he makes a minor error during a presentation, he laughs it off or ignores it. He also recalls his goal of helping clients save money, he says. Re-focusing on what he likes about his job is helping him land more new clients once again, he says.
Mr. Nicklaus curbed tension on the golf course by stepping back for a moment to 'consciously regain a positive frame of mind,' says a spokesman for Mr. Nicklaus.
To help anxious clients, Dr. Llewellyn, of Marietta, Ga., has them list on a card their strengths, such as a great fast ball, then laminate and carry it. Baseball players often keep it in their back pockets and glance at it between innings, he says. Some coaches have business executives watch videos of good presentations they have made in the past. Other people develop rituals to clear their minds, such as golfers who shake off a bad shot by pulling up some grass and scattering it in the wind.
Amateur golfer Greg DeRosa, Brookville, N.Y., says learning to stop dwelling on his mistakes on the golf course has helped him in business. During a slump as a golfer for Rollins College in Winter Park, Fla., his anxiety after bad shots triggered pessimism and more misses. When he practiced harder and took lessons, he lost the rhythm of his swing, he says.
Working with Tom Ferraro, a Williston Park, N.Y., psychotherapist who works with athletes and performers, Mr. DeRosa quit taking lessons and started telling himself, 'I'm pretty good the way I am. I'm going to trust my instincts.' Instead of beating himself up if his ball landed in the bunker, he cut his losses and settled for a manageable shot that would get the ball back on the fairway. And he remained optimistic, telling himself the game 'would turn out OK,' he says. He has trimmed three strokes off his average since college five years ago.
He applied those skills when a restaurant he invested in started losing money. Says Mr. DeRosa, chief executive of a golf-course construction-materials business. 'I was able to move on and say, 'Enough is enough. We're done with this,'' and sell the restaurant.
Sometimes, the causes of performance problems go deeper, and therapy is needed to heal past traumas, says David Grand, a New York psychotherapist and performance coach. In the middle of a successful career, Mackey Sasser, a catcher for the New York Mets from 1987 to 1995, suddenly lost his ability to throw the ball back to the pitcher, says Mr. Sasser, now a college baseball coach in Dothan, Ala. The pressure 'just overwhelmed me,' he says. 'I battled it and battled it,' but the problem ended his pro career.
When the problem cropped up again in his work as a college baseball coach, Mr. Sasser began working with Dr. Grand. He realized he was haunted by past traumas -- a difficult childhood and a hard hit at home plate by a fastball that broke his shoulder. Understanding how his suppressed fears had resurfaced and blocked his performance enabled him to throw again while coaching practices with his team, Mr. Sasser says.
Psychotherapist Dr. Ferraro says similar patterns crop up with his business clients. Robin McManus of Boston thought she put her difficult childhood and innate shyness behind her when she became a top-ranked home-improvement saleswoman. But when her boss received a letter from a customer complaining about her, those old fears resurfaced. The customer's complaints were irrational and unfounded, but she says she was 'disturbed to the point where I was overcompensating and being extra hands-off.'
Working with Dr. Ferraro, Ms. McManus says she learned to draw strength from past successes, telling herself, 'I do know how to do this.' She set new sales goals and planned to reward herself with a new pair of shoes or even a vacation. She learned that while old fears may resurface, 'that doesn't define you. Instead, you remember all the other parts of yourself that are strong.'
狄乔(Dan Di Cio)是美国匹兹堡(Pittsburgh)的一名客户经理，多年从事高科技设备的销售工作。他一直使着劲，要在销售业绩上实现大飞跃，然而，即使加班加点，甚至周末不休息，他依然没能达到自己的目标。2010年初，狄乔眼巴巴地看着其他销售人员赢得业绩奖，不禁问自己：为什么我就不行?
狄乔是个棒球迷，他记得美国职业棒球大联盟(Major League)的投手史摩兹(John Smoltz)在1991年的时候通过心理咨询摆脱了低迷状态。于是，他去听了运动心理学家斯坦恩伯格(Gregg Steinberg)的演讲，之后与其取得了联系。在斯坦恩伯格的帮助下，狄乔明白了自己工作太过努力，反而会影响业绩。斯坦恩伯格说，他给狄乔一个曾给很多专业运动员提供过的建议：不要过度工作，让自己休息一下。
狄乔说，此后他的心态有了很大改变，以至于老板都说，你好像哪里不一样了? 2010年至今，狄乔的销售业绩比去年翻了一番。
一名伟大的运动员状态陷入低谷能吸引公众的广泛注意，比如今年初老虎伍兹(Tiger Woods)在高尔夫球场上黯淡无光，纽约扬基队(Yankees)强击手罗德里奎兹(Alex Rodriguez)在打出职业生涯第600个本垒打前长时间的颗粒无收等等。对我们普通人而言，尽管没有全世界观众的关注，我们也会受到同样的心理的影响，比如那些没能达到业绩目标或工作表现欠佳的经理们。在职场，人们也会失去自信，纠结于过去的错误，一举一动变得谨小慎微，以前得心应手的事情也变得难以掌控。
斯坦恩伯格医生来自田纳西州首府纳什维尔(Nashville)，他在绩效表现问题方面著书立作，并经常做演讲。他说，无论在运动场还是在职场，导致人们表现低迷的原因都时一样的。一个人进入低迷状态的信号是失去自信，过多考虑每一步举动，难以摆脱以往的失败，或者工作过度。
史摩兹曾是亚特兰大勇士队(Atlanta Braves)的明星投手，如今是特纳广播公司(TBS)美国职业棒球大联盟比赛解说员。1991年全明星赛的时候，他创下2-11的令人沮丧的纪录，于是向乔治亚州玛丽埃塔市(Marietta)的运动心理学家莱维利恩(Jack Llewellyn)寻求帮助。史摩兹说，当时我对自己失去了信心。他说，当时自己心力交瘁，想通过拼搏来走出低谷，对投出的每个坏球都耿耿于怀，想要找出问题所在，结果适得其反。
在莱维利恩医生的帮助下，史摩兹很快地走出了坏球的阴影。他反复观看莱维利恩为他制作的两分钟录像带，里面是他投出的最完美的六个好球。史摩兹说，此后，即使在比赛中投出坏球，他会从脑子里调出那些好球的画面，找到感觉，然后再去投下一个球。
他的信心恢复了，史摩兹在那个赛季的其余赛事中创下了12-2的纪录，而且他说自己再也不会纠缠于过往的失误了。
在运动场和职场中，状态低迷所造成的心理影响是相似的。《脑成像与行为》(Brain Imaging and Behavior)杂志2007年刊载的一项研究报告显示，被迫观看自己比赛失利视频的运动员，其脑部活动与沮丧抑郁的人差不多，而这种脑部活动会导致更多的差劲表现。同样，职场方面的研究表明，失去自信或对自己感觉不满的员工往往比自我感觉良好的员工表现更差，从而进入一个焦虑和沮丧的恶性循环。
田纳西州纳什维尔的斯托维尔(Tim Stowell)从事商业地产销售已经整整25年。在经济衰退期间，他开始对自己失去信心，于是使用类似的对策给自己打气。斯托维尔说，你努力去吸引新的客户，结果却听到那么多的“不，不，不”，你会开始质问自己是不是用错了方法。
斯托维尔读到过高尔夫大师尼克劳斯(Jack Nicklaus)克服焦虑的方法，于是借用了这个对策，他开始在脑海里幻想自己在未来表现非常出色，比如客户纷纷打来电话咨询业务，随后他问自己：我有什么可担心的?我做得很好，不然不可能做到现在这个位置。
此后，当他给客户推介产品时，如果犯了个小错误，他不会在脑子里批评自己，而会一笑置之，或者不予理会。斯托维尔说，他会去想自己的工作目标是为客户省钱，而重新找到工作的乐趣让他再次获得更多的新客户。
尼克劳斯的发言人说，尼克劳斯在高尔夫球场上克服紧张情绪的方法是暂时后退一步，有意识地让脑子进入一个正面积极的状态。
为帮助焦虑的客户，莱维利恩医生让他们把自己的长处写在一张卡片上，比如能投出很棒的快球等等，然后塑封好带在身边。他说，棒球选手经常把卡片放在裤子后兜里，在等待上场期间看上一眼。一些心理辅导教练让企业管理人员观看他们以往所做的成功报告的视频录像。还有些人自己找到一种可以放松心情的方式，比如高尔夫选手抓起一把草并抛向风中，以此摆脱打出坏球的郁闷心情。
纽约州布鲁克维尔市(Brookville)的业余高尔夫球手德罗萨(Greg DeRosa)说，不去想在球场上所犯错误的心理技巧在工作中也同样帮助了他。他在佛罗里达州温特帕克(Winter Park)的罗林斯大学(Rollins College)打高尔夫期间，经历了一段低谷期。他说自己打出一个坏球后，就会变得焦虑起来，而负面情绪又让他打出更多的坏球。他加大训练量，接受新的培训，结果反而失去了打球的感觉。
德罗萨找到纽约州威利斯顿帕尔克市(Williston Park)的心理治疗师费拉罗(Tom Ferraro)，后者专门为运动员和艺人提供服务。经过沟通，德罗萨不再去上高尔夫课程，而是开始对自己说：我打球的方式挺好，现在我要相信自己的直觉。如果球打进了沙坑，他不会责备自己，而是忘记失误，设计一个能把球打回球道的可行方法。他说他始终保持乐观情绪，告诉自己会越打越好。从五年前在大学打高尔夫以来，他已经把平均杆数缩短了三杆。
当德罗萨投资的餐厅开始亏钱时，他也用上了这种心理技巧。现在他是一家高尔夫球场建筑材料公司的首席执行长，他说：我决定往前走，对自己说，够了，就这么算了吧。然后就把餐厅卖掉了。
纽约心理治疗师和绩效辅导教练格兰德(David Grand)说，有时，状态低迷的原因会隐藏得很深，需要对过去受到的精神创伤进行治疗。从1987年到1995年，萨瑟(Mackey Sasser)一直在纽约大都会棒球队(New York Mets)当接球手，如今他在阿拉斯加州多森市(Dothan)担任大学棒球队教练。萨瑟说，在运动生涯如日中天的时候，他突然失去了把球扔回给投球手的能力。他说，压力把我给压垮了，我不断与其展开抗争。然而，这个问题最终结束了他的职业选手生涯。
担任大学棒球队教练期间，同样的问题再度出现，这次萨瑟找格兰德医生寻求帮助。在治疗过程中，萨瑟意识到是过去的心灵创伤在折磨自己--不快乐的童年，以及在本垒上被一个快球重重击中导致肩部骨折的经历。萨瑟说，知道是被压抑的恐惧在影响自己的表现后，他不但重新恢复了教练应有的状态，而且还能再次投球了。
费拉罗医生说，他那些在公司工作的客户也有类似的问题。波士顿的麦克曼尼斯(Robin McManus)成为一个家装用品销售明星时，以为自己已经把童年的不快乐经历和与生俱来的害羞抛在脑后。然而，当老板给她看一封顾客的投诉信时，那些陈年的恐惧再度浮现。顾客的抱怨毫无根据，但她说自己受到了巨大的干扰，以至于做出过激反应，很多事情都不愿意管了。
与费拉罗医生沟通后，麦克曼尼斯说她学会从过去的成功中汲取力量，学会对自己说，我确实知道该怎么做。她定了一个新的销售目标，打算买双新鞋慰劳一下自己，甚至去休个假。她明白，虽然以往的恐惧可能会再次浮现，但这并不影响你的现在;相反，你得记住，你自己的其它方面都很强。 (实习编辑：顾萍) |
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发表于 2016-7-10 17:35:36