Sometimes, you just feel as though you've reached a breaking point. Bottom line: you're experiencing burnout. Why would you want to make another sales call when you're sure the next person will shut you down like the one before?
Burnout impacts all salespeople. The difference that separates good from great ones are your ability to recover. As a salesperson, concentrating only on meeting numbers can burn you out in a matter of months. How do you overcome that feeling and revitalize your selling process?
Know Your Sales Numbers
Most managers measure salespeople on meeting their quota. As my dad always told me growing up, "you can't manage what you can't measure." Now knowing what you need to reach can cause a lot of unnecessary stress. You may not realize you're ahead of the curve and can afford to relax.
Do you still think of your quota as a big quarterly or annual number? Don’t! This number can be overwhelming if you’ve made many calls without qualifying a lead. Break it down into smaller weekly or daily goals that don’t seem so unattainable.
Turn Your Focus To Helping the Customer
Try changing your frame of mind about your quota. See your contacts with prospects as a way to help them, rather than sell to them. You can do this by taking the time to learn your product and industry, Jim Keenan says.
On that note, he recommends taking some time each day to better understand your customer. Reading blogs and other resources for their industry will make you a resource for them.
Change Your Routine
If you're in a funk, it may be worth examining aspects of your life outside of sales. Chris Lott and Marc. A Price have some ideas about reinvigorating yourself. Switching up your wardrobe or eating lunch at a different time can have profound effects.
You can also attempt to shake up your routine completely. If you work from home, try going into the office a couple of days a week, or vice versa. Try a new workout regimen, or start working out in the morning if you’ve been so in the evening.
Find Something That Helps You Relax
You don't need a week-long vacation to escape burnout (though it wouldn't hurt). Pick up a new hobby, meditate, or just take a walk in open air. It'll help your mind reset and get you ready for the next round.
You can't fit burnout between 1:15 and 1:45 before the next meeting. John Mongillo suggests that breaks during the workday can be spontaneous. It's also healthy to joke and laugh while working. The good humor stays with you when you go back to speaking with customers.
Separate Home from Work
One day a week of total separation will help you get back into your rhythm as a sales machine. Your family and friends will appreciate your attention, too. Spending time with them will help you stay "grounded".
As mentioned, having a sport or hobby can help you transition after the work day ends. Be sure that when you do leave the office, though, you set a cut-off time for devices. Most of us are incapable of putting down our smart phones during the day (it can get worse at night).
Get Enough Sleep
At the end of your day, go to bed and try to get at least eight hours of sleep. Both Lolly Daskal and Lott suggest sleep as a way to combat burnout and to prevent it from happening in the first place.
Daskal points out, “Without enough sleep, your effectiveness and energy will suffer.” So by spending some extra time in bed, you may find your sales performance improving, too.
Stay Hydrated (Water Quenches Burnout)
Hydration and performance go hand in hand. Our bodies are about 60% water, and we need fluids to keep our systems working at max capacity. Besides drinking water and other fluids, there are other nutrients to load up on. Fruits, vegetables, and softer foods (yogurt/oatmeal) will help your body regulate itself.
By taking some time to work on yourself, your hunger for sales will come back in no time. Your body (and quota) will appreciate it.