How to Reduce Salesperson Burnout
Salespeople are an integral part of any company, but they are also at risk of burnout. In fact, one study found that nearly 78 percent of salespeople experience burnout. This blog explores why salespeople are predisposed to burnout, the data behind it, and what organizations can do to prevent this and gain an advantage.
Why Are Salespeople So Predisposed to Burnout?
Salespeople are some of the most predisposed professionals to burnout. There are several causes for this. First, they're constantly under pressure to perform. They're also working in a highly competitive environment where their results are measured and judged continuously. Additionally, they often deal with rejection daily. Their work can be emotionally and mentally draining.
Especially when they are new, the rejections and frustrations can pile up quickly. When salespeople feel overwhelmed or undervalued, they can soon experience burnout. This can lead to them becoming less productive and even quitting their jobs.
What Do the Statistics Indicate?
Here are some statistics to help you better understand the magnitude of the situation many of you face.
A study by The Harvard Business Review showed that top sales performers make 50% more calls than their less successful counterparts and have better follow-up habits.
According to CEB, it takes an average of eight attempts to reach a buyer decision-maker.
Only 25% of salespeople achieve their quotas, so most salespeople are used to hearing the word 'no.'
69% of salespeople said they would make more calls if they knew it would lead to more business, but only 22% said they make more calls.
What Can Organizations Do?
One area that can have a big impact on reducing salesperson burnout is sales training. How?
A good sales training program can help new hires hit the ground running and equip experienced reps with the skills they need to be successful. By providing your team with regular training and development opportunities, you can help them stay current on the latest selling techniques and strategies. This can boost their confidence and help them stay motivated in the face of challenging sales environments.
When skills improve, people get more motivated. Salespeople often know “what to do” but still struggle to do it and the accountability of a robust training program will have an impact. A customized program will also tactically attack the areas of need so that there is more success (and accordingly less reason for burnout), such as differentiating your product/service, handling “no’s”, converting more opportunities.
It's no secret that the job market is tough these days. The war for talent is fierce, and the costs of recruiting and training new employees can be astronomical. Not to mention, the productive time lost before a new hire gets up to speed. It's no wonder that companies are increasingly focused on retention and employee development. There is a significant ROI in keeping the employees you have and helping them grow.
So, if you're looking for a way to minimize salesperson burnout, consider investing in professional sales training. Not only will this help your sales team close more deals, but it will also help them better manage their time, stay motivated, and focus on their goals.