Career Testing
Career Testing
Career Testing
WORKPLACE / SEP. 27, 2014
version 3, draft 3

How to Battle Burnout in the Sales Industry

real estate agent sale home

The sales industry comprises professionals such as sales managers, sales representatives and sales coordinators. Although these professionals have sharply contrasting roles, they work toward a common goal: Improving product sales. While managers run the show from the comfort of their offices, representatives spend their time in stores selling the product to customers.

It is all rosy until competitors introduce similar products in the market and competition for customers becomes a business war. As managers struggle to develop creative strategies that can improve sales, representatives must keep convincing customers that their company’s product is the best. If you feel you are working harder but reporting fewer sales or you are no longer happy with your job, burnout is imminent. So, how do you keep your sales job healthy? Keep reading to find out.

Honesty – Still the Best Policy

The job of sales professionals is mentally and physically challenging. With a view of selling as many products as possible, many professionals end up using underhand strategies. For example, you could be selling a product that is only designed for adults, but decide to tell prospective customer that it is also appropriate for teens. Well, you could make a sale the first few times you use the trick. It, however, won’t be long before customer realize and keep away from your product. Since sales are going down, frustration kicks in, which then leads to burnout. If you had been honest about the product, you will never have lost the customers. See, honesty can keep you healthy.

Do You Have the Talent?

According to Sales Force, a Canadian consulting company, sales is a talent-based profession. As such, good training can only improve your performance by 20 percent. Do you pose the talent to sweet talk a customer into purchasing your product? If you feel you don’t, then you might have to rethink your career options. Without talent, you will be working way too hard to make a sale. And you know what overworking yourself means? Burnout. You may be in the sales industry only because it pays your bills. If you don’t love it, you will always be at the risk of ‘burning out.’ Make a choice.

Think Positively

Salespeople influence the lives of customers on a daily basis. They might be the reason a frown turns into a smile. You could be a medical sales representative, selling drugs that save lives. Positive thinking enables you to effectively handle the stress that comes with interacting with customers who may in difficult situations. If most of your customers have terminal illnesses, for instance, you may be sucked into the sad emotions that surround their lives. This might lower your productivity, hence enhancing your chances of experiencing burnout.

Can You Think on Your Feet?

The sales industry has numerous unprecedented situations that require one be on their toes. Let’s say a client phones you and makes his intention of buying hundreds of products for his newly opened store known. He gives you a minute to pitch the product. Can you do it perfectly? Given Sales Forces estimates that 85% of customers report being dissatisfied with their phone experiences, you must be a quick-thinker to acquire the customer. If you aren’t, you might lose several customers, leaving yourself vulnerable to disappointment, low self-esteem and inevitably, burnout. To avoid, focus on nurturing your skills.

Be Flexible with Your Targets

Anyone can tell you that setting achievable sales goals is a good strategy for battling burnout. But how do you go about setting the goals? If your employer requires at least 10 sales a month, should this be your goal too? It all depends on the dynamics of your job. If you are in real estate and have clients who will purchase 20 houses next month, for instance, you don’t have to make 10 sales this month. Why? Your guess is as good as mine. Next month got you covered! However, when business is booming, be sure to raise your goal, and lower it accordingly when business is on the downside. Sticking to a constant goal leads to underperformance and invites trouble from the higher ups. This is an ideal burnout recipe.

Conclusively, stay alert. You should be able to detect the symptoms of burnout and take appropriate measures, such as seeking professional help. The effect of burnout is more severe on some people simply because they realize too late. Prevention has never ceased to be better than cure!


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