Sales rep burnout is a possibility on any sales team and this is especially true if you are driving hard towards big sales goals. If your reps become exhausted, they will lose interest in their work, stop producing and/or leave your team, which will have an impact on the overall sales numbers.
Over the years, I have discovered several great ways of ensuring my sales reps have a work-life balance which increases sales output and prevents burnout:
A career is a critical part of someone’s life and success, however it is not the only part of a happy life and it is certainly not more important than some things like overall health and happiness. Reps who see their job as part of a bigger vision of success will be able to pace themselves more effectively, so emphasize the importance of keeping a career in perspective. Encourage your reps to enjoy life, relationships and hobbies. Endorse volunteering for community projects as this develops the helping attitude that is critical in providing great customer service.
A rep who is smiling sells more than one who is frowning. Enthusiasm is contagious so a rep with a happy disposition will make more friends and have an easier time developing relationships with prospects and customers than a rep who is not in great spirits. Furthermore, a sales team that is happy is unlikely to have issues attracting or retaining great sales talent, so be sure to find ways to get people laughing and having fun while they work hard to hit tough goals. If someone is not happy, talk to them about why and if it is obvious that they belong somewhere else, help them move on.
3. Health and Fitness
Many in the business world neglect their health, but sales can be physically grueling due to long hours and travel, not to mention the fact that mental stress can also take a physical toll. Even younger sales people who take their health for granted can suffer from poor physical conditioning. These issues can be mitigated with a healthy diet and exercise regime which keep the body and mind sharp and energy high over longer periods of time. Promote the importance of health and wellness and set a good example by eating well and staying fit.
To be able to think clearly, be creative and work at a high level, the body and brain need to be well rested. Reps who don’t get enough sleep or don’t take vacations seldom get the rest they need and are seldom able to produce consistently. Encourage your reps to rest properly and take breaks.
I have learned through experience, that if you do these things to actively help your sales reps achieve a good balance between work and life, then you will enjoy higher overall sales.
To your success!
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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