How can you help outside sales professionals overcome rejection and burnout?

Encourage setting realistic and achievable sales goals, which can motivate salespeople and reduce burnout. Provide ongoing training to improve sales skills, making salespeople more confident and better equipped to handle rejection. Teach effective time management techniques to help sales professionals prioritize tasks and reduce stress. Recognize and reward both small and big achievements to boost morale and motivation. Emphasize the importance of work-life balance to prevent burnout and maintain overall well-being. Pair less experienced salespeople with seasoned mentors who can offer guidance and support. Encourage open feedback channels and continuous improvement efforts, helping salespeople learn from their experiences.

I had a bad experience starting this year. I had a fast close for a deal that was going to be the biggest prepaid deal the company had sold so far. I was very excited until I found out that the client did not intend to pay for the contract, and the deal was finally lost. I was emotionally devastated and hesitated about my sales skills and professionalism. It took me a few months and some introspection to get back on track, but determination was what helped me most. I wanted to give my best until the end and regain confidence in myself. I can say that today I am back on track and have a positive outlook for this Q4. So if you are reading this, keep going. Today is another great day, and tomorrow will be great too.

We have to remind ourselves that it's not personal when someone rejects what we're selling. They reject what we're selling, not us as an individual, in the past I've become stressed or overwhelmed because I felt like their comments were about me personally. Take the pressure off.

For me, it's all about the small talks outside of weekly debriefs or car rides to take pulse. Keeping in mind that the goals are still there, I work hard to help my team realize that I know what it's like to be in their shoes. Sometimes life is hard - unexpected things come your way. It's important for them to know they can lean on me for support, regardless of the situation. My best mentors always took time to check in with me - no agenda - just wanted to make sure I was ok, and it made all the difference in my motivation and resolve. To me, the best kind of leadership is caring.

In my early days of direct sales I was taught to celebrate each rejection. I always stressed this law of averages on my Sales Team. Imagine you have 10 prospects, and your closing is averaging around at a low 10%. Learn to celebrate each prospect that is rude, ran out of budget or you couldn’t close otherwise. Because the law of averages shows that after 5 depressing rejections your chances on a deal have now increased to 20%. “Each ‘No’, brings you closer to a ‘Yes’. And how could one become depressed if you constantly celebrate your prospects’ decision, regardless the outcome?! Happy Hunting Stay positive

When we hear the words: "it's not personal". Lets go ahead and add..."but it sure feels that way" The Cerebral Cortex is the area of the brain the governs our decision making and our emotions. They are tied together. That's why rejection feels so personal.

The salesperson is often used as the scapegoat when a deal doesn’t close, because that’s the easiest person to blame. The salesperson does everything right, but the deal doesn’t close for reasons beyond their control. Some examples are: Your company does not have the right products to satisfy the customer’s needs. They can’t afford it (Champagne tastes on a beer budget). They are using the salesperson to get a better deal from a current vendor. They really aren’t buying, just killing time. Your company cannot meet the customer’s requirements (i.e. delivery dates, quantities required etc…) Look at the reasons they are not buying and make changes. Blaming the salesperson whenever a deal doesn’t close is a sign of poor leadership.

Rejection, while tough, offers invaluable lessons. It's all about how we choose to view it. By reframing setbacks as stepping stones, our sales reps are empowered to continuously evolve, adapt, and improve. Celebrating the small wins, acknowledging the effort, and setting achievable goals can transform challenges into catalysts for growth. In the end, it's not just about making the sale, but about the journey of becoming better, more resilient sales professionals.

In my experience a solid no, is a gift of freedom to pursue another prospect. I do often ask who is the biggest competitor? Phrased correctly your dead prospect gives you direction

For my team I track wins. Sometimes those wins cant be as easily quantified, but they can be qualified. Sure you didn't sell anything this time but now you have a relationship with the account. Maybe we didn't hit the stretch goal for the period but lets track your progress in the region. Little wins all around the big ones add pressure on the buyer and momentum to the seller. Lets take a look at what did work and build our plan around that moving forward. Sometimes you find out that you suck at something. Sometimes you find out you're pretty good at things you never considered. You'll never know until you get told no enough times.

At Winningtemp, we've always emphasised the importance of equipping our team with the right tools and support. I recall a period in my old company when one of our sales reps was juggling multiple high-stakes deals. The team stepped in, providing additional resources and streamlining some of their tasks. Additionally, we introduced a wellness initiative, encouraging team members to take short breaks and even participate in group meditation sessions. It was heartwarming to see the team come together and share their stress-relief techniques. It's a testament to the fact that while targets are important, the well-being of our team is paramount.

Quando há uma lideran?a que realmente cuida do seu time, se cria um ambiente onde o impacto do stress pode ser minimizado. Garantir o suporte necessário, apoiar o seu desempenho e investir no seu desenvolvimento, podem resultar em um ambiente muito mais confortável

The most effective approach would be to offer comprehensive training to outside sales professionals. They should understand that rejection is a natural part of the sales process and should never interpret it as a personal affront. Additionally, it's essential to raise awareness about maintaining a healthy work-life balance. This can be achieved through regular exercise, taking breaks, and providing them with a pressure-free work environment.

Carefully train outside sales team members to recognize opportunities that aren't optimal. Expending energy on poor prospects and deals that have little chance of being won is futile. Another option is to pass your better opportunities to your outside sales team and keep the tougher prospects for in-house consideration and research. Sales professionals get burnt out when they do everything possible to close a sale but get nowhere because it's not a good lead. Take the less-than-ideal leads and prospects out of the equation if you think your outside sales pros are facing burnout.

One can reduce stress from rejection in sales, focus on the learning aspect, reminding yourself that each "no" brings valuable insights. And for burnout, prioritize self-care by scheduling breaks, setting realistic goals, and maintaining a balance between work and personal life. Seeking support from colleagues in the team or a mentor can provide additional strategies to cope with stress effectively.

I recall a team meeting after a challenging quarter where we revisited our company's mission and the difference we aim to make in our clients' lives instead of focusing on numbers. We shared stories of how our solutions positively impacted organisations, and it was a powerful reminder of why we do what we do. Rejection can be tough, and burnout is real, but reconnecting with the core purpose can reignite passion and motivation. When our sales reps understand and resonate with the bigger picture, they're not just selling a product but championing a cause. By ensuring that every team member feels connected to our shared vision, we foster resilience, drive, and a deeper sense of fulfilment in our work

Remember your "why". If you are simply doing a job for your own monetary growth or focus too much on the product...yes you will burn out. I do what I do to help my customers increase productivity and profits. This allows your customers to grow, expand, pay more, offer better benefits and create better lives for all the families they employ. This is my why. Helping others win keeps me going no matter the obstacles.

Ter sempre em mente o seu propósito e os seus valores colocam todo o esfor?o e estresse em perspectiva e acrescentam significado às tarefas rotineiras, atuando como redutores dos impactos negativos.

In sales, much like in life, failure serves as a valuable opportunity for growth. Behind every rejection lies a wealth of information that can be leveraged to pivot negotiations or better prepare for future engagements. Top-performing sales professionals delve deep into understanding customer concerns, market insights, competitor positioning, and product offerings with each setback. This analytical approach not only fosters self-confidence but also facilitates continuous improvement over time

The regiment of outside sales can wear down the best of us. Phone block, on-site cold calls, appointment's, paperwork, CRM, seeding, marketing, week after week it's the same thing. And while discipline and goals are essential to success, everyone needs a break from the grind. This is where sales leaders have to step in and break it up, if only for a day. Sometimes for the team, and sometimes for an individual. When the team is flying high, let them fly, but always keep a close watch to make sure burn-out isn't setting in. When it does, time to clear the schedule. Go for a meal, have a fun training, do a team building event, do whatever it takes to give them the respite they need. Empathy and caring>goals and initiatives.

Provide resources on handling rejection positively, emphasizing learning from setbacks. Additionally, encourage self-care practices to prevent burnout

Rejection and burnout are inevitable in sales, but with the right support system, they become stepping stones rather than stumbling blocks. By fostering a culture where everyone feels supported and valued, we boost individual morale and drive collective success. It's a win-win for both the individual and the organisation.

Celebrate Achievements. Can be individual or team achievements. That will boost morale and motivation. It seems that when someone feels out of control it heightens their stress levels. I personally found that the MORE I honed my skills, the LESS stress I felt. I got more confident and felt more in control.

The suggestion to encourage networking with peers, mentors, managers, and experts is valuable in the professional development context. Seeking feedback and advice from experienced individuals can provide fresh perspectives and solutions to challenges. Moreover, the idea of providing access to resources and events for inspiration and education demonstrates a proactive approach to employee well-being and growth.

Sales can be a lonely and often stressful pursuit. At any point in the sales process from prospecting to closing, individuals open themselves up to rejection; it goes with the territory. However, without intervention to combat negative feelings constant rejection can lead to sub-optimal performance or even burnout. Responsibility for intervention comes from both individual who needs to learn coping mechanisms but also the organisation needs to manage with empathy and lead through the challenging times. Salespeople need to feel that they are not solely to blame for failure and that it "takes a village" to close complex deals. The organisation needs to study at what stage and the reason why deals aren't closing and make the necessary changes.

Overcoming rejection requires one thing - a shift in your thinking. The main reason why salespeople have such a difficult time overcoming rejection & burnout is because they're making the sales process about THEM! While salespeople would say the selling process is about the customer, they make it about themselves. Instead of making the selling process about you & how much you can gain if you sell (money, quota, confidence, etc.) or what you’ll lose if you don’t, make it about the prospect & how much value you can deliver. Once you shift your focus towards making the sales process about the prospect, it will relieve you of the unnecessary pressure to sell, look good & perform.

Every sales professional faces challenging situations - it is part of the job and to be expected. Ones who are successful over time know their outlook and resiliency are precious resources that must always be protected. An important way to do this is to avoid being dragged down by "friends" and colleagues who constantly focus on the negative. We all know who these influences are in our lives... I once challenged one of my reps who was underperforming and expressing a lot of negativity to stop participating in such conversations. Within a few weeks, his whole demeanor changed and his performance began to improve. He said that avoiding negative conversations changed everything for him.

There will be ups and down along the journey, and I think that is the nature of sales. When things are going well; take time to also celebrate those "small wins" and understand what went well and what you learnt. Self-reflection shouldn't just be done when something does not go right. When things don't go well, take the time to also reflect what things perhaps didn't go well. Surround yourself with positive people, learn from your peers too that have done well!

Celebrate small wins at every stage! Make sure that your sales reps are getting small acknowledgments of progress throughout the sales cycle. Got a demo scheduled- that matters! Got to the next level within an RFP- that is a very big deal. Make sure they feel your recognition at each step, it can't erase the rejection they get on a daily basis but it does make it sting less when they know their effort is appreciated along the way.