How Burnout Is Impacting Your Sales StrategyAUTHOR: Indiana Lee
There are many facets that go into a successful sales strategy, and the most important aspect is the ability of a salesperson to think on their feet. You need to be quick, so you can tell a customer why this product is best for them and overcome any objections if the client hesitates. As a sales professional, you may already have all of the answers and feel like you can sell anything. However, if you work too hard and don’t have the proper resources, then you could start to experience burnout.
Burnout is when you are overworked to the point that your performance suffers, and you take a hit to your mental health, which could lead to being not as quick on your feet as you should be in order to hit your sales goals. Today, we will discuss how burnout can affect your work and the steps you can take to get back on the right track.
Burnout And How It Impacts Your Sales Strategy
It is important to understand the symptoms of burnout so you can take the appropriate steps to right the ship, recalibrate your life, and get back to finding success in the field. Sometimes, we may feel like we are just tired and that we’ll get our groove back over time. But, the reality is that if what you are experiencing really is burnout, then you need to make a change, or you could face the consequences with the job and in your personal life.
The fact is that your physical health could be at stake. The consequences of burnout can include excessive fatigue, insomnia, and serious health issues, such as high blood pressure, type 2 diabetes, and heart disease.
The more immediate impact of burnout will be on your mental health. In fact, many people who don’t make the necessary changes could start to experience depression, which can reduce your cognitive performance at your job and make it harder for you to concentrate. Since emotions are part of sealing a sale, you will want to be on top of your mental health so you can work that angle when necessary.
From a sales standpoint, signs of burnout could include having a hard time motivating yourself, finding that your sales numbers are plummeting, or just feeling like you don’t enjoy sales anymore. If you are starting to realize that you are dealing with the effects of burnout, it is time to talk to management about a solution.
Reasons Behind Burnout For Sales Professionals
There are many possible causes for burnout within the sales industry, and it is more than just working too long without taking breaks or forcing yourself to do excessive overtime. Sometimes, you may get burnt out and stressed due to excessive quotas set by management that are simply too hard to meet on a consistent basis. Management needs to think about the current economic climate and set quotas based on how much money customers have to spend.
Sometimes, burnout can be less about the job and more about the environment. For instance, if you are part of a sales team that works remotely from home, then you are probably alone a lot of the time. That isolation can make us feel sad and depressed, and our work can suffer. That is why it is still important to be social.
Even if you work remotely, continue to try to expand your professional network by visiting sites like Facebook and LinkedIn and joining groups where you can introduce yourself and talk to other like-minded individuals. You can stay in touch and collaborate with your own team by having video chats where you can see your coworkers face to face.
Connection to others is very important in this line of work, which is why mentorship is also necessary to prevent burnout. No matter where they work, every salesperson should have a mentor that they can depend on for companionship and professional development. A mentor can help you boost your sales skills and also provide advice about how they fight burnout in their own lives, so you can improve your own situation.
How To Prevent Burnout
From a management standpoint, burnout is terrible for business, and the expenses associated with workplace stress can cost companies billions of dollars per year. It is essential that managers talk to their teams on a regular basis and have an open-door policy so that employees know that they can discuss their issues at work and get a productive answer. Managers should also have monthly reviews with their teams so they can keep up with each employee and make sure that they are doing well and feeling good.
If you are experiencing burnout at work, then you need to create a work/life balance. Sometimes, commission-only sales positions can make employees feel like they need to work long hours every day in order to make ends meet, but you must set restrictions. Tell your manager that you plan to start work at the same time every morning and the time when you plan to leave at night, and stick to it. Then, turn off your work phone and go spend time with your family or partake in activities that you enjoy.
In the case that low sales numbers and a lack of engagement is leading to your burnout, then consider looking for additional help. You can attend sales training workshops, online webinars, and meet with your mentor when you need help. If you still find that you lack the drive that you had in the past, then consider a vacation, so you can relax and refresh your mind for the work ahead.
As you can see, burnout is a very real concern that can impact your sales numbers and your personal life. Consider the advice discussed here, and you can rediscover the passion that you had in the past.