How can you overcome prospecting fatigue and burnout?

You goals need to always work up to your core KPIs, what gets you paid. Then achieving your goals(if theyre activity metrics) can be tied to one of your key motivators - Commission. Now its important to understand your stats, so you know what it takes to hit your goals. Sales is a numbers game. Connect rate 10% and you book in 1 in 5 calls? Well 50 calls will get you that new booking. Connection rate drops to 5%, well you need to find a way to up that % OR do 100 calls. The outcome is the same.

Those who have prospected before can usually tell you that they once have: - Dreaded thinking about the rest of the calls, emails, LI messages that they need to make. - Feel like the words they are are saying or writing no longer make sense, as they have repeated the same message over and over. - Believed that no matter what they do in an account, that they just won't get that response back. Prospecting is not easy (if it was you'd see a lot more people doing it). Try doing your prospecting effort in a different order or make it a game with your colleagues. By doing so, you allow the brain to feel like it is doing a completely different job that is FRESH and if you decide to make it a game it can even become FUN!

Prospecting is a critical activity in any business, and setting aside dedicated time for it is essential. By blocking out time for prospecting every day, you ensure a consistent and sustainable pipeline of potential clients or leads. It's a proactive approach that can lead to long-term success. Personally, I prefer to conduct outbound prospecting in the morning when I'm most alert and focused, as it requires a higher level of energy and concentration. In the afternoon, I reserve time for follow-ups and other administrative tasks. This well-structured routine maximizes efficiency and helps maintain a healthy balance between lead generation and other essential aspects of business growth.

So we have a rule that for every 4hrs you on the phone, you need to take a 1-hour break. Being on the phones all day is not healthy by any means, learning when to turn off and rest plays a vital role in your success. We also track how much you eat, because when you overwhelm yourself with food you tend to get lazy. Another great option is to have a day away from any technology, so that means phones, laptops, & iPads. It's important to feed your body and mind the right nutrients to perform at a high level.

A great way to avoid prospecting fatigue is utilizing The Pomodoro Technique. Macs have a setting built in that you can activate to aid in the process.

Embracing a more human-centered approach to work, it's essential to remember that our brains need some breathing space. For every hour of work, try dedicating 50-55 minutes to your tasks, then reward yourself with a 5-10 minute break. This rhythm allows you to maintain focus and productivity while preventing burnout. These brief moments of respite let you recharge, gather your thoughts, or even sneak in a quick stretch. It's a way to honor your well-being and balance work demands, making your day more enjoyable and sustainable. So, give yourself permission to pause and rejuvenate during the workday—it's a little gift to your mind.

One thing I have found helpful in the day-to-day is time blocking activities and/or tools. 60-90min blocks of time spent devoted to a specific task allows me to fully focus on that activity. When that block of time is up, I take a break to reset and move on to the next task.

Utilize your team! Comradery is a powerful tool. Connect with your colleagues. Share what is working and what is not. If you are feeling a certain type of way, or running into a problem repeatedly, odds are your teammates have gone through this too. Lean on one another.

I have been guilty of not allowing myself a healthy work-life balance. Understand that having hobbies outside of work does not make you a sub-par employee, it makes you a better one. Being able to refocus on an interest outside of work allows your mind to rest and come back fresh the next day, ready to handle what comes your way. In addition, having a hobby outside of work allows you to have something unique to talk about with your colleagues.

Sales isn't a sprint; it's a marathon through a landscape of diverse factors, people, and industries. It's like a journey where patience and perseverance are your compass. Building genuine connections with customers takes time, as trust needs nurturing. Industries shift, trends change, and competition evolves – you must keep pace. Plus, you're dealing with a cast of characters, from decision-makers to influencers, each with unique demands. Success in sales isn't just about quick wins; it's about forming lasting bonds and truly understanding your market. It's a journey that demands adaptability and rewards those who embrace the long, winding road, appreciating the human stories that unfold along the way.

If you have a clear objective and a plan to reach your goals / KPI, actual outreach takes a lot less time than what we think. A sales process and cadence preset and planned will keep you at pace and most likely won't tire you. Easiest way to keep at pace without tiring yourself is to set calendar blocks throughout the week for each activity like ICP research, personalization, cold email, cold call etc. Also, don't forget to detach yourself from the result. Your job as a sales person is to intrigue interest in your prospect mind, not to book the meeting. Meeting will come automatically when that interest is created and sometimes they will say can you elaborate for me and then you can go for that 15 or 30 min in calendar close.

I’ve found it helpful to set aside call blocks on my calendar, where I’m reminded of my goal for that time. This has helped to keep consistent and reach activity KPIs without burnout. At the end of the hour or half an hour, take a break and think about something else!