Nearly 90 percent of sales reps experience burnout. Here’s how to stop it.

Welcome to the Salesblazer Highlights newsletter! Twice a month, we spotlight tips, tricks, and best practices from leading sales professionals.

In this issue, we’re highlighting something that affects most B2B salespeople: burnout. It has far reaching consequences – both for the people going through it and the companies they work for. We offer tips on how to recognize burnout in yourself and your team, as well as strategies to prevent and intervene.?

We also take a look at spot bonuses and how they improve the employee experience, commission expensing compliance, and door-to-door sales methods for the modern era (yep, it’s still a thing).

Did you know that almost 90% of B2B sales reps are experiencing burnout? Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform.

According to survey data, burnout is felt across the board. Nearly three in five employees report negative impacts of work-related stress, like lack of interest, motivation and energy (26%) and lack of effort (19%). Even more report cognitive weakness, emotional exhaustion, and even physical fatigue. And businesses are feeling the impact: Burnout collectively costs organizations as much as $190 billion annually.?

Below, we dissect burnout on sales teams and discuss when to prioritize intervention over prevention. Plus, we offer tips on creating better working conditions for sales teams.

What is sales burnout and why is it so common?

While it manifests in different ways depending on the employee, burnout is a state of emotional, mental, and physical exhaustion brought on by prolonged or repeated workplace stress.

Salespeople in particular are very susceptible to burnout, for a few reasons. For one, there are no “quiet” days in sales. Sales reps are paid based on performance, and with the expectation to “always be closing,” sales reps will often put the needs of the customer before themselves, fraying their work-life balance.?

Additionally, the impact of sales teams on companies is palpable: Wins have a direct, visible impact on the whole organization (shared celebrations), but so do losses and failures (collective hits to morale).?

How do you address this persistent issue? It starts with intervention.

Prevention vs. intervention

Since many reps are already feeling burned out, prevention isn’t necessarily the first action. Solving burnout requires a multi-faceted approach that favors intervention to stem revenue bleed.

Here’s an example: Let’s say a workplace identifies high rates of burnout. They implement training to educate employees on techniques to prevent burnout. These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress.?

Someone who has yet to experience burnout may employ these techniques and benefit greatly. However someone who’s already in the throes of burnout is more likely to skip the training altogether, or even feel distressed at the thought of having to spend an hour on what they perceive to be non-essential activities.?

Tips to solve burnout once and for all: the automation approach

Since sales work is so wrapped up in revenue, sales reps often feel stymied by non-revenue generating tasks that leave little time for actual selling — things like record upkeep, meeting scheduling, and even tracking their commission. By implementing automation to handle repetitive tasks, businesses can free up time for more meaningful activities so reps can focus on the work they find valuable.?

For example, automating scheduling frees up time, while tracking commission in real-time dashboards provides reps with visibility into their work.?

For the full guide to squashing burnout on sales teams, with strategies from intervention to prevention, check out the full article.

Further reading:

Sharpen your sales skills with these trending articles:

What is a spot bonus?

Spot bonuses are immediate, one-time rewards given outside of formal review cycles. They’re a great way to boost morale and enhance employee experience, and there are tons of ways to implement them that go beyond cash. Check out this article to learn how spot bonuses improve sales compensation plans.

Getting started with door-to-door sales

Knock-knock! Who’s there? It’s your friendly door-to-door salesperson! This isn’t a joke– door-to-door sales can still be very effective. In this tactic-rich approach to an age-old sales method, Mark Keene II shares how to apply modern selling techniques to in-person sales.?

Make the most of AI by consolidating your tech stack

We’re all spending too much time switching between windows, apps, and tabs. Consolidating tools is a great way to remove distraction and complexity while also bringing all of your data together, enabling AI tools to work better. Read this article to learn how sales teams can focus more on selling and less on managing technology with the help of fewer tools.

ASC 606 compliance: choosing a commission expensing solution

ASC 606 is an accounting standard that guides how businesses recognize revenue in customer contracts, using a five-step process. Naturally, this impacts commissions. Implementing ASC 606 can be complex, but it’s necessary to ensure commission expensing (where appropriate) is done while staying compliant. This comprehensive guide will help you get started.

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