Pushy Salesperson Syndrome

I wrote this post several years ago but given the crazy times we're in right now I thought it was worth reposting. As sales people, we are all used to the pressure of creating a healthy pipeline to hit our number. A big part of building that pipeline is getting meetings with prospects and feedback on proposals. What was difficult in normal times has become even harder in this current climate. Enjoy the read and would appreciate your comments:

It’s an affliction that affects many people in the sales profession. The symptoms come on so slowly that you may not even know you have it. I call it PSS, or “Pushy Salesperson Syndrome”.

After a recent interaction with a client, I realized that I was in danger of a full-on attack of PSS. While the details aren’t important, I didn’t acknowledge or respect her need to work through some internal issues. Instead, I barraged her with emails and when I didn’t get a response, I went around her looking for the information that I wanted.

I’m sure many of you reading this are familiar with the symptoms of PSS. They include: 

• An urge to send multiple emails to a prospect that start with some variation of “I’m following up on my previous email” or “Just checking to see if you got my email”. Even worse, sending six of those emails in one week.
• Send a Linked In request to someone you’ve never met and don’t have a really good reason to connect.
• Calling a prospect at 7am as a result of Time Zone Blindness.
• A narrow view of the world where all that matters is your product or solution.

 Before we talk about potential cures, it’s important to understand some of the causes of PSS:

• Self-imposed panic over hitting your goals. Not surprisingly, the symptoms seem to get worse towards the end of the month or quarter, depending on your goal structure.
• Management or Board pressures to achieve certain targets. These could be revenue, bookings or even meeting quotas.
• Silence. Even the most self-assured person gets unnerved when they feel that they’re not being heard or responded to.

While there is no magic pill to cure PSS, there are ways to reduce the symptoms – and the impact on your career:

• Manage your business better. Have a realistic view of your pipeline and what you need to get done to achieve your goals. You’ll feel more confident and be less likely to panic.
• Build up and leverage your network. Instead of constantly barraging prospects with cold outreach, try a warm introduction instead.
• Manage expectations internally. If the typical paper process takes 4 weeks, don’t tell management that you can close in 2 weeks.
• When you don’t get a response, stop shouting louder. It’s not that they don’t hear you, it’s that they don’t understand you. Try adding more value to your communication or make it clear “what’s in it for them”.

It’s getting harder and harder to reach and connect with prospects today. It’s simply a reality of the business, so PSS is not going away. By lessening its impact, however, you’ll be more successful and more importantly, you’ll sleep better at night.

Has PSS ever affected you? Share your stories and suggestions on managing the symptoms here.