Your energy each selling day is inversely tied to your ability to wind down each night for a restful night’s sleep.

Proper cortisol-melatonin timing is more important than a pillow.

In this last post of 2017, we are examining the daily battle between cortisol, which our bodies release each morning to wake us up and melatonin, which our bodies release each evening to help put us to sleep.

As Shawn Stevenson writes in his book Sleep Smarter:

Cortisol gives us energy each day

It is a source of the energy to sell each day and the alertness to quickly respond to your prospects during sales appointments.

In the previous post, we learned how daylight affects the amount of melatonin our bodies manufacture in the evenings to help us enjoy a rejuvenating night of sleep. Well, here’s the other effect that daylight has on our bodies.

When we get enough daylight during the daytime, it leads to a decrease in cortisol later in the day.

That is important for when the body is preparing to make the melatonin that will give you a restful night’s sleep.

Cortisol and melatonin seem to loosely have an inverse relationship


The key to optimum selling energy is encouraging your body to produce the right one at the best time. The challenge for salespeople, which improperly feeds the cortisol-melatonin battle, is the caffeine consumption followed by a high energy day, neither of which never fully wind down by evening.

Evening is the time to let go of the cortisol-fueled selling day.

That keeps the cortisol pumps running at the time when the body should be pumping out melatonin to allow your body to recover during sleep from your intense selling day.

So getting adequate daylight each working day is not the entire answer. But its a great start.  Get an adequate amount of daylight each working day!


(I have no affiliation with Shawn Stevenson. I recommend Shawn’s work on the topic of sleep because like you, I have experienced first hand how inadequate sleep can affect sales performance.)