In sales, burnout is a typical and common occurrence. Salespeople endure long, stressful seasons in their careers and get all the pressure put on them when things aren't going well. They focus more on goal setting than the average person. As a result, it creates intense pressure and difficult circumstances. Burnout has a major negative impact on performance, job satisfaction, and general well-being for most people who choose this career.
It's discouraging for salespeople to miss their goals, especially if they don't have the good systems, processes, support, and sometimes even direction of a good sales manager. This results in a cycle of failure; causing salespeople to leave the industry.
According to the research on this issue. The more failures they encountered. The more their behavior changed from being diagnostic experts to obnoxious salespeople, as the cycle is self-reinforcing to the negative side.
To combat burnout or even stop it before it starts, it can come down to a good sales process with great checks and balances. When a salesperson can spend more time selling, which equates to winning, burnout is less likely to occur.
This is where automation and sales enablement can be lifesavers for any sales team. By automating mundane tasks and reminders, not only does effectiveness increase, but mistakes decrease as less falls through the cracks and momentum is maintained. As a sales manager, I am always looking for ways to help my team get out of operational tasks and keep them focused on selling.
By giving their teams sales enablement, sales managers are very important in helping their teams get over failure-related sales burnout. Salespeople have constant quotas and a high pace, and introducing the need for high-capacity thinking can really derail momentum, that is where enablement comes in. Sales leaders need to be thinking about the process, working with marketing, and split testing copy in the sales cycle. This will allow the team to stay focused and the leader to bring improvements to the team every week.
To help their staff concentrate on customer-oriented selling. High-performance sales leaders need to help their teams craft sales plans, role-play scenarios, listen to their needs, and react with haste. This will help salespeople succeed, and winning salespeople don't burn out; they burn up the competition.
Address the underlying causes of burnout and offer help through these 4 sales management strategies:
Establishing achievable goals is # 1
The leading contributor to burnout is the pressure to fulfill unrealistic sales targets. The salespeople must collaborate with their sales manager to develop attainable goals. This will ensure the goals are in line with the objectives of the firm. This eliminates the tension that comes with trying to fulfill impossible targets.
Take breaks
It's important for salespeople to take breaks at regular intervals throughout the day. Encourage active breaks such as brief strolls, stretching, or meditating. A good cadence is 50 minutes of selling followed by 10 minutes of resting.
Concentrate on self-care
Salespeople should focus on their own physical and emotional health. Encourage physical activity, a nutritious diet, enough sleep, and counseling or coaching. Pro Tip: Help them design a personal development plan focused on their goals and invest in helping them reach those targets like they are your own.
Encourage your team to ask questions
Your salespeople need to have the courage to ask for help from their sales manager and salespeople. A culture of team members who seek out support lowers feelings of loneliness and builds a culture of communal growth. The second core value at Set 2 Close is "You Never Walk Alone." This is to ensure the team is always supported, and "yes" as the CEO, I often jump in and help them make cold calls, do sales pitches, and craft contracts because leading from the front is rewarding in and of itself.
To do well in sales, you must make it a top priority to keep yourself and your team from getting burned out. The result will be excellent customer service, a positive working atmosphere, and a well-oiled sales team that can bring the heat.
