Burnout is real, especially among top performers

Recent data from research by Yale University and published by Harvard Business Review shows that one out of five employees reported both high engagement and high burnout. They call this group the engaged-exhausted group. And this includes salespeople. These engaged-exhausted workers are passionate about their work, but also have intensely mixed feelings about it — reporting high levels of interest, stress, and frustration. These feelings are exacerbated at this time of year as we balance closing the year, preparing for the holidays and planning for next year.

Solution:
Sales Managers and HR can help by examining the demands they’re placing on salespeople to ensure that goals are realistic and sales teams are getting the resources they need. Many are examine weekly cadences and the admin demands placed on sales.

​The other opportunity is to help salespeople build their energy stores to operate at a high level. What this requires is an understanding of a salesperson's ultradian rhythm - times where we have the most energy and clarity of thought - and align our work accordingly. For sales, plan your day around 4-5 90-minute bursts - proposal writing, email, market development and social media. Here are some ideas for salespeople to stave off burnout:

 - Plan your daily focus in 90-minute increments with brief periods of rest after
- We are creatures of habit - create energy rituals that don't drain you mentally
- Match caffeine intake with water intake. Caffeine is a diuretic and dehydration saps energy
​ - Drop the notion that you should work evenly and hard all day long. This has worked never.
​ - Give yourself permission to take time off, go for a walk, or read a book vs. social surfing.

​To learn more about how your organization and boost their energy and engagement, download this fact sheet for our Create a Sustainable Edge program or call Bill Walton Sales Training at 917-439-3271.