How To Prevent Sales Team Burnout

The sales environment is a competitive one. With awards, bonuses and commissions on the line, sales reps often feel compelled to strive for ever-higher numbers. While you might appreciate this ambition as a sales leader, you also must watch for signs of burnout on your sales team.

Sarah Chambers, an author at CloserIQ, says burnout can lead to a variety of unwanted results, including decreased production, lower morale and higher turnover. What's a sales manager to do? Learn how to avoid burnout before it happens. Keep reading this issue of Promotional Consultant Today for Chambers's thoughts on how to do this.

Celebrate wins as a team. When your team members have a good month, celebrate them. Chambers says you'll enjoy the short-term benefit of releasing dopamine and a long-term benefit of increasing confidence. She suggests making several smaller milestones that lead up to bigger ones, such as a board showing who made the most calls or brought in the most leads in a day.

Make sure your team has enough time to de-stress. It's not always easy to find time to decompress. When you work in sales, time off can feel like a liability. However, studies have shown that taking time off can actually help boost productivity. Chambers encourages leaders to take time off as well. If you're constantly working, you signal to your team members that they shouldn't step away either.

Keep your sales team members connected. Working in sales can be lonely. Even with team goals, sales reps are more driven to reach individual goals. Regional sales reps may work remotely or spend much of their time on the road. This can lead to isolation, which isn't good for anyone. That's why Chambers suggests that sales leaders encourage collaboration and provide opportunities for team members to connect. Look for team activities outside of work. When your workers form social relationships with their colleagues, it helps create positive connections. As a result, everyone feels more motivated to do their jobs well.

Set aside time to check in on your team. Chambers notes that sometimes what someone really needs is simply to talk and get some guidance and perspective. In performance-based roles, it can be tougher to seek out advice or admit that you're struggling. You don't want anyone to think less of you or think you're doing a bad job, so it's understandably uncomfortable. While they may be uncomfortable, these types of conversations need to happen, according to Chambers. Make sure you have a set-aside time to chat with your team and schedule regular one-on-ones.

Stay vigilant in recognizing burnout symptoms with individuals in your team. Burnout can happen, even if you're cautious. While you and your team may sometimes need to work long hours, strive to recognize the signs of burnout early on. While there isn't one surefire way to guard against burnout, you can start with the tips above to keep your team members healthy and productive.

Source: Sarah Chambers is an author at CloserIQ, a company that empowers sustainable growth by helping companies build high-performing sales teams.

filed under December 2019
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