Sales Burnout and How To Avoid It

We have all heard the term “Sales Burnout” ...but do you know what the definition of that really is? It is defined as “Burnout is a state of emotional, mental, and sometimes physical distress that is caused by prolonged or repeated exposure to stressors.”

With the role of a sales rep being a high-stress, high-pressure position, burnout is a common occurrence for those who work in the field. So how do you avoid it?

Sales Burnout may appear differently for each of us: working long hours and feeling pressure from management. Unattainable sales goals. Micro-managing by a supervisor who couldn’t do our job. Upset customers.

Sales Burnout can sneak up on you like a ninja, and you may not even know you have it until it hits you head-on. Recognizing the signs before they hit you is vital, so you can do something about it before it sinks your career. Foxie has compiled some tips that should help alleviate the problem:

1. Your manager plays a key role – If you have ever managed salespeople, then you know how important it is to understand the impact your managing style will have on sales. Of course, you need to guide and support your team, but not to the point of smothering them. Set realistic goals, manage and discuss key KPIs, and give your team a little space to do their job.

2. Take lunch and leave your desk – Go for a walk around the block. Walking gets your blood moving, which in turn delivers oxygen to the brain, which means you can increase your focus and energy levels. Spend some time with co-workers in the breakroom talking about anything besides work. Your mind and body need time to refresh.

3. Protect your downtime - Is a weekend really a weekend…or a vacation really a vacation…if you are constantly checking emails and texts, returning calls, and setting up meetings? Everyone, especially salespeople, needs time off. Turn off your phone, don’t check your email, and relax. Your entire life should not revolve around working.

4. It’s OK to say no – Salespeople like to please. We often put on the false bravado of “we can do anything.” When you are asked to take on a responsibility that you know that you don’t have any more room on your plate for, just say no. Tell your boss you can’t take on any more responsibility this time. Trying to be “the company man” often leads to taking on more than you can do, which will result in burnout.

5. Make sure you have a little fun – It is imperative that you take some time to do what makes you happy. Exercise, go to a movie, clean out your DVR, read that book you never had time for, golf, walk the dog…just like you schedule time for your clients, make sure you block off periods of time for yourself as well.

Recognizing the signs of “Sales Burnout” is very important, as it can really wreak havoc on your chances for success, as well as your mental well-being. Make sure you are recharging your batteries and taking care of yourself. If you are feeling good and less stressed, your potential clients will recognize that as well.

Our team at FOXIE has decades of combined experience in all aspects of sales (almost all of us have run or are currently running our own business) as well as starting up call centers and managing them. We know sales!

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