Sales Management Workshop Tips, strategies, and tactics to improve sales team performance
About This Show
A Podcast for sales managers, business owners or anyone responsible for managing their sales force with tips and strategies to build your sales team, close more deals, increase profits, and take your management skills to a whole new level.Read more »
Most Recent Episode
SMW_023 How To Deal With Sales Burnout
Jan 28, 2013
Nothing can be more troubling then when one of your top producers is no longer hitting the mark. In this podcast we look at what to do when you have a salesperson that is facing sales burnout. With this information, hopefully you can get them back on track.
I want to talk about the whats and whys of sales burnout. The goal is to figure out what to do with a consistent performer, that has started to fall off and turn them back around to get them back to producing solid results.
Let me give you a couple of definitions before I go much further.
Let's Define Burnout
The first definition I want to give you is Burnout. Burnout is a psychological term for the experience of long-term exhaustion and diminished interest. In most cases, for salespeople it’s the latter, diminished interest. Ever seen anyone like that? When you have a salesperson that has been productive and a very valuable part of your sales team for a long time and now they just go through the motions. That's sales burnout. It’s disturbing, to say the least. Their production has fallen and the numbers you've counted on, just aren't coming in.
The second definition I want to give you is lethargy. Lethargy is defined as the state of being lazy, sluggish, or indifferent. Could this be the same as burnout? In some cases, yes. What ever you call it, it comes down to the same thing. They have lost interest in the job and their performance is suffering, because something else has their attention.
Curing Sales Burnout
Do nothing and they may never make it back. You could lose them forever. Your numbers go down and you are back to square one, trying to replace another member of the team. You go back into that cycle of recruiting, interviewing, training. Then you wait months to see if the new person ever gets to the point that their performance matches what you lost.
In this podcast we look at possible causes and solutions for sales burnout. I hope you enjoy the information and find it helpful.
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Episodes of This Show
Jan 1, 2013
Dec 17, 2012
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