Uncertainty doesn’t wait for permission. It shows up, uninvited and inconvenient. Markets shift. Clients hesitate. Headlines fuel anxiety.
I’ve been here before. And I’ve learned this: Uncertainty doesn’t have to be a barrier. In 2008 and again in 2020, crises beyond my control became the catalyst for meaningful personal and business transformation. Not because I had a flawless plan, but because I stayed present, asked better questions, and committed to moving forward with purpose in spite of the discomfort and pain.
Once you’ve been through a few business cycles like this, you start to recognize something important: Periods of uncertainty often open the door for opportunity. The best leaders don’t flinch in the face of this turbulence. They focus on finding the opportunities it presents.
How to Thrive in Uncertain Times
You don’t need to have it all figured out to move forward. What you need is a set of practices that keep you grounded and responsive when everything around you feels uncertain. Here are a few of my favorite practices that help me stay grounded, focused, and moving forward when the future feels unclear.
Reconnect to Your Why
When uncertainty clouds your thinking, clarity often comes from looking inward. In every pivotal moment I’ve faced—whether it was building a business during a downturn or reinventing myself after a setback—I started by reconnecting to my purpose. Your “why” is the foundation that supports your decision-making when the path forward is anything but obvious.
If you’ve lost momentum, take time to remember why you started. Revisit the mission, the people, and the outcomes that matter most to you. That clarity won’t eliminate the unknown—but it will help you lead through it.
Maintain Perspective
Uncertainty has a way of pulling us out of the present and into a spiral of “what ifs.” But leadership starts with awareness*.*
When I feel tension rising, I pause and ask: What meaning am I assigning to this moment? Is my reaction based on fear? Am I making assumptions or chasing ghosts? Often, the real power comes in stepping back, resetting expectations, and reframing the moment as an opportunity instead of a threat.
This isn’t about toxic positivity; it’s about emotional clarity. Velocity doesn’t come from waiting for conditions to be perfect. It comes from owning the story you’re telling yourself and choosing a narrative that fuels forward motion.
Adopt a Leadership Operating System
In chaos, I rely on structure. I call it my leadership operating system: Forethought, Implementation, Self-Management, Learning.
These aren’t buzzwords. They’re my anchors. Forethought keeps me strategic. Implementation keeps me productive. Self-management ensures I show up the same way every day, not just when it’s easy. And learning reminds me that evolution is part of the job.
When the noise gets loud, your system is what keeps you moving. If you haven’t built one yet, now’s the time. I’ve seen the value of this first-hand working with sales managers navigating high-stakes change.
Earn Commitments, Not Just Conversations
Uncertainty breeds hesitation. That’s true for clients, team members and even ourselves. But indecision is a decision. It’s a choice to stay stuck.
In moments of resistance, I’ve learned to lean in. Ask better questions. Surface the real concern. And help people get to a place of clarity, not comfort. Whether it’s a business proposal or a personal goal, “maybe later” usually means no unless someone helps move it forward.
The best sales leaders know how to navigate that tension. They’re not just closing deals—they’re leading people to better decisions. It’s not pressure. It’s purpose.
Lead with Value, Not Volume
The world doesn’t need more noise. What it needs is more signal.
Especially now, when AI can write a thousand emails in the blink of an eye, real connection stands out. So, I double down on value. Every message, every meeting, every moment with a client, I ask myself, “Am I creating clarity, relevance, insight, or empathy?”
Throwing more into the world doesn’t mean it lands. But if you show up consistently with real value, people will remember. That’s how modern sales pros differentiate themselves—not with volume, but with meaningful impact.
Invest Ahead of the Curve
When everyone else is pulling back, smart leaders lean in.
The truth is, downturns don’t last. But the decisions you make during them will define what’s next. That’s why I stay close to my vision—but loose in how I get there. Adapt. Adjust. But never stop building.
Some of the best investments I ever made (personally and professionally) happened when everyone else was bracing for impact. You don’t have to bet big. But you do have to keep betting on yourself.
Strengthen Your Inner Circle
You don’t navigate uncertainty alone—and you shouldn’t try to. The people around you play a powerful role in how you respond to challenge. That’s why I believe in building what I call a “personal board of directors”—a trusted group of advisors, mentors, friends, and truth-tellers who will challenge your blind spots, celebrate your wins, and walk with you through the tough stuff.
These aren’t just your peers. They’re people who make you better. Reach out. Ask for input. Check in. Strengthening those relationships now builds a foundation of support that will serve you long after the current storm passes.
Choose Action Over Anxiety
Uncertainty isn’t going away. And if there’s a recession coming in 3 months or 5 years from now, I won’t be participating.
I’ll be busy building. Connecting. Showing up with purpose. Looking for my next opportunity to expand.
If you’ve been waiting for things to settle down before making your next move, this is your moment. Don’t wait for certainty. Start now.
