The Sustainable Selling Equation

The Sustainable Selling Equation:?

Happiness – (Stress & Depression + Burnout) = Performance??

Elements of the equation

Happiness

Studies have found that salespeople generally have lower happiness and job satisfaction than individuals in other professions. Factors such as high pressure to meet quotas, constant rejection, and a lack of control over their work environment can contribute to this. However, it's worth noting that this varies by individual and company culture. Some salespeople may find their work to be highly fulfilling and enjoyable.

A recent survey by Salesforce found that, globally, only 35% of salespeople feel very or extremely satisfied with their jobs. Another study by Hubspot found that only 34% of sales reps are happy in their current role.

It's important to note that these studies may only be generalizable to some salespeople, and different factors, such as the industry and company culture, can affect happiness levels.

Stress & Depression?

There is a high prevalence of stress and burnout in the sales profession. Studies have found that salespeople have higher levels of job stress than individuals in other professions, with factors such as increased pressure to meet quotas, constant rejection, and a lack of control over their work environment contributing to this stress. Burnout is also common among salespeople, with symptoms such as emotional exhaustion, depersonalization, and reduced personal accomplishment. Some studies have found that up to 60% of salespeople experience burnout at some point in their careers. Additionally, sales professionals are at a higher risk of developing mental health issues such as anxiety and depression.

Here is the current state of the equation

LOW Happiness – HIGH (Stress & Depression + Burnout) =?????UNDER Performance??

35 – (60) = - 25

What if we enabled happiness and reduced stress and depression?

Say doubled happiness levels and halved stress and burnout?

70 – (30) = 40

Outcomes and Satisfaction

Studies have shown those happy salespeople are generally more successful than unhappy ones. Positive emotions such as happiness and job satisfaction are positively associated with sales performance.

One study found that salespeople who reported higher levels of job satisfaction had better sales performance and were more likely to achieve their sales goals. Another study found that more optimistic salespeople had higher sales productivity and were more likely to stay with their current employer.

It's important to note that this relationship is not only one-directional. Happiness and success are also mutually reinforcing. Happy salespeople tend to be more motivated and engaged in their work, which can lead to increased success.

It's worth noting that factors such as the industry, company culture, and personal circumstances can affect the relationship between happiness and sales success.

Some further reading......