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Your team is feeling burned out. How can you help them set realistic goals to prevent it?

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Burnout is a serious issue that can affect your sales team's performance, motivation, and well-being. It can result from unrealistic expectations, excessive workload, lack of support, or other factors. As a sales manager, you have a responsibility to help your team set realistic goals that prevent burnout and foster a healthy work environment. Here are some tips on how to do that.

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Ricardo Chang

| Strategic Business Manager | BDM | Sales & Commercial | B2B & B2C | Disruptive Innovator | Mentor
Ajay Kumar Sharma

General Manager-Sales at Wagh Bakri Tea Group, FMCG / 20 Years Work Ex @ Nestle /CavinKare/ Mega Lifesciences Ltd -…
Juliana Theodoro

Inside Sales | CX | CS | Farmer | Hunter | Gest?o Estratégica de Processos de Negócios

1 Assess the current situation

The first step is to understand the root causes of your team's burnout. You can do this by conducting regular surveys, interviews, or feedback sessions with your team members. Ask them about their challenges, frustrations, achievements, and needs. Listen to their concerns and validate their feelings. Identify the sources of stress and pressure that are affecting their work-life balance, such as unrealistic quotas, unclear expectations, or insufficient resources.

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Ajay Kumar Sharma

General Manager-Sales at Wagh Bakri Tea Group, FMCG / 20 Years Work Ex @ Nestle /CavinKare/ Mega Lifesciences Ltd - India, Myanmar, Bhutan, Nepal, Bangladesh
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Keep an eye out for signs of burnout among your team members, such as low productivity, increased absenteeism, or changes in behavior. Address any issues promptly & provide support, whether through coaching, counseling, or workload adjustments. By helping your team set realistic goals, providing support and resources, & promoting a healthy work-life balance, you can prevent burnout & foster a positive and productive work environment. Celebrate milestones and achievements along the way to recognize your team's hard work & accomplishments. Positive reinforcement boosts morale & motivation, helping to prevent burnout Foster a culture of open communication where team members feel comfortable discussing their workload, challenges, & concerns.

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Juliana Theodoro

Inside Sales | CX | CS | Farmer | Hunter | Gest?o Estratégica de Processos de Negócios
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é importante que, n?o só a lideran?a, mas também o RH, desenvolva 1:1 com os colaboradores, afim de identificar os motivos do esgotamento.

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Bijal Panchal

Director | Private Banking | MF, PMS, AIF, Insurance, MLD, Inlisted Equities, IPO | Experienced Banker | Fostering Positivity | Elevating financial strategies with a positive mindset.
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To help a burned-out team set realistic goals, start with open discussions to understand the causes. Encourage reflection on workloads and limitations, then break down goals into manageable tasks with clear timelines. Foster support and collaboration, regularly check progress, and promote work-life balance to prevent burnout.

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Eddie Sanchez, MBA, ACC

Global Sales Director / ICF Certified Coach
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If I was the leader of a team and they were burned out I would look closely at myself. One of the key attributes is setting clear vision and keeping my team motivated. I would assess my team process and talk with my team one on one. Maybe my direction could be perceived as unclear or maybe they just to talk and discuss what is going on in their world. Being open and listening goes a long way. This maybe the first step to resolving burnout as a leader.

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Mat Willner

Dedicated outside sales specialist, marketing analytics, CRM implementer, and friend
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Look at the day to day of the team. How much busy work do they have? How much reporting are they doing vs actually doing something to report on? How much interfacing are they doing with management? Could they use a day to work from home this week? (hint: yes.)

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2 Review and revise the goals

The next step is to review and revise the goals that you have set for your team. Are they SMART (specific, measurable, achievable, relevant, and time-bound)? Are they aligned with your team's skills, strengths, and interests? Are they flexible enough to accommodate changes in the market, customer behavior, or internal processes? If not, you need to adjust them accordingly. Make sure that your team understands the rationale behind the goals and how they contribute to the overall vision and strategy of the organization.

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Ricardo Chang

| Strategic Business Manager | BDM | Sales & Commercial | B2B & B2C | Disruptive Innovator | Mentor
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No olvides involucrar al equipo en el proceso de establecimiento de metas. Fomenta la participación activa de tu equipo en la definición de metas, permitiéndoles aportar sus ideas y perspectivas para establecer objetivos alcanzables y motivadores.

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Skarlet Chávez

Construyo relaciones estratégicas entre clientes y organizaciones, creando propuestas de valor mutuamente beneficiosas.
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Una buena forma de que el equipo comprenda la estrategia es cuantificando los esfuerzos para llegar a una meta concreta. Para esto es ideal hacer visible qué tenemos hoy, a dónde queremos llegar y cuál es el plan de acción para lograrlo. Además de la meta "inteligente" es ideal tener un plan de apoyo.

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Mat Willner

Dedicated outside sales specialist, marketing analytics, CRM implementer, and friend
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The goal of your... goals, (intended.) is to raise the efficiency of the tasks that you are asking your team to complete. If you ask your team to make 250 cold calls. But those calls are out of a phone book with hardly a chance they will reach the right person? You can burn out on that in 15 minutes. But if each sales call is made with hyper focus on the businesses with the best chance to close? Then you move through the sales process more. More time is spent with positive feedback in the tasks. Use SMART if you want. But its all about hunting where the game is plentiful.

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3 Provide support and recognition

The third step is to provide support and recognition to your team. Support means giving them the tools, training, coaching, and feedback they need to achieve their goals. It also means creating a culture of collaboration, trust, and communication within the team and with other stakeholders. Recognition means acknowledging and rewarding your team's efforts, achievements, and improvements. It also means celebrating their successes and learning from their failures. Show your team that you care about them as individuals and as professionals.

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Gert Karu

Supporting individuals & organizations to maximize their sales opportunities??
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If possible, take a break with the team. Leave the office, do something communal and bonding. A quick change of environment can work wonders.

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Skarlet Chávez

Construyo relaciones estratégicas entre clientes y organizaciones, creando propuestas de valor mutuamente beneficiosas.
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En general es una excelente herramienta contar con múltiples herramientas de apoyo, considerando que todos vendemos de formas distintas, somos distintas personas y conectamos de distintas formas, por ello; contar con varios recursos puede ser la clave, desde documentación hasta capacitación, ahondar en las oportunidades de mejora y potenciar a los ejecutivos que van más bajos es una gran forma de afianzar el equipo.

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4 Encourage self-care and well-being

The fourth step is to encourage self-care and well-being among your team members. Self-care means taking care of their physical, mental, and emotional health. It also means setting boundaries, managing their time, and prioritizing their tasks. Well-being means finding meaning, purpose, and satisfaction in their work. It also means pursuing their passions, hobbies, and interests outside of work. Help your team to find a balance between their personal and professional lives.

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Skarlet Chávez

Construyo relaciones estratégicas entre clientes y organizaciones, creando propuestas de valor mutuamente beneficiosas.
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En los equipos de venta es frustrante muchas veces no llegar a la meta, por ello también es necesario reconocer los esfuerzos que contribuyeron a los objetivos y transparentar los resultados, como decía un profesor "Se trabaja en silencio y se felicita en público" .

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Mat Willner

Dedicated outside sales specialist, marketing analytics, CRM implementer, and friend
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Your company needs to keep employment levels up. Do not pile work from those that leave to those that stay. Do the things that make it possible for personal time and self-care. Forget promotion, build the business that way.

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5 Monitor and evaluate the progress

The final step is to monitor and evaluate the progress of your team. You can do this by tracking and measuring their performance indicators, such as sales volume, revenue, customer satisfaction, or retention. You can also do this by observing and assessing their behavior, attitude, and engagement. Give them constructive feedback and guidance on how to improve their results and skills. Recognize their achievements and address their challenges. Adjust the goals and strategies as needed based on the feedback and data.

By following these steps, you can help your team set realistic goals that prevent burnout and promote a positive work environment. You can also improve your team's productivity, morale, and retention. Remember that your team is your most valuable asset and that you have the power to influence their well-being and success.

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Luis Felipe Euribe

Gerente Comercial | Venta Consultiva | Rentabilidad | B2C | B2B| FMCG | Microfinanzas.
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Como se menciona al inicio, es importante saber cual es la causa principal del agotamiento. He estado en empresas donde se logran los objetivos de ventas pero trabajando hasta altas horas de la noche e incluso de madrugada en los cierres de ventas. Este paso da claridad sobre el camino de acción y debe trabajarse en forma conjunta con el area de RRHH. Si el problema es netamente por objetivos, aplicar la metodología SMART es un mecanismo para ir creando y accionando planes concretos.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Amit Kashyap

Chief Business Officer @ Traves India | Representative South Asia @ STI Security
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As individuals and Team; we should be managing our focus, time and energy. We should not be trying to address everything on our own and be all over the place. Simple classic tools are available eg Eisenhower matrix etc. to bring that focus and discipline which will help to prevent burnout.

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Your team is feeling burned out. How can you help them set realistic goals to prevent it?

1

2

3

4

5

6

1 Assess the current situation

2 Review and revise the goals

3 Provide support and recognition

4 Encourage self-care and well-being

5 Monitor and evaluate the progress

6 Here’s what else to consider

Sales Management

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Your team is feeling burned out. How can you help them set realistic goals to prevent it?

1

2

3

4

5

6

1 Assess the current situation

2 Review and revise the goals

3 Provide support and recognition

4 Encourage self-care and well-being

5 Monitor and evaluate the progress

6 Here’s what else to consider

Sales Management

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