You are nearing the end of the quarter, and it happens: Just when you are supposed to be closing the most deals to hit your quota, the tell-tale signs of sales burnout start to sink in. For salespeople who are normally full of energy and motivation to build pipeline, there’s nothing much worse than this feeling.
It starts slow at first. You begin to get apathetic about leads and booking meetings. After spending half of your day prospecting and researching companies, the last thing you want to do is hop on the phone and pitch to potential customers. You’d rather do just about anything than make another cold call. You’re daydreaming constantly about literally anything besides sales. You start to dread Sunday nights because you know you are going to have to hit full speed the next morning.
Burnout is especially prevalent during this time of year as well. Summer sales slumps are definitely a thing, but at the same time, end of quarter is right around the corner and your quota isn’t going anywhere anytime soon. As slow as it is and as burned out as you are, you are still expected to perform and close deals.
Sales Burnout: It Happens to the Best of Us
While nearly everyone gets a little worn out with their job from time to time, in sales positions, burnout is taken to a whole new level. There’s no doubt that it can be a stressful career with a lot of demands – but you knew that when you signed up. Sales can also get repetitive, which only adds to the burnout factor. Over time, it seems like the days all look the same and you feel like a hamster on the wheel forcing yourself to stay motivated. At the end of the day, sales burnout is a mind-over-matter battle.
If you’ve encountered burnout any point of your sales career, you are certainly not alone. Even the best salespeople in the field have gone through big burnout stages in their careers. It’s how you overcome these periods of frustration that’s key. Here are a few ways you can beat (or at least minimize) burnout, still close deals and hit your quota:
1. Switch up your pitch. When you constantly feel like you are going through the motions, it’s easy to lose interest in getting on the phone and closing that next big deal. Look for ways to mix up your sales calls so that you’re trying new narratives and covering all of the questions that your potential customers have about your product. For instance, try shortening your pitch. Inc. pointed out that most people lose interest after 20 minutes on pretty much anything these days. So, when it doubt, cut out the fluff and really hone in on what you want the prospect to take away from your conversation. It will help you stay motivated and your prospects will likely be more engaged.
2. Start prioritizing your time. Salespeople have a lot on their plate, from prospecting to meetings to new projects. If you take on new work, make sure you actually have the time to see it through. It’s also important to learn how to decline certain meetings and projects that aren’t worth your time. And, although it pains some salespeople to do this, don’t be afraid to ask for help when you need it. Trust us, your team wants you to succeed and close more deals, too.
3. Take time for yourself. When you feel like a sales zombie, it’s your mind telling you that you need to slow down. Whether it’s a weekend trip, reading a book, going for a hike, spending time with family and friends, going shopping or seeing a movie, make sure you are doing something outside of sales from time to time. Studies have proven that taking time off actually makes you more productive at work, because when you return you’re refreshed and recharged rather than feeling like a robot. Remember: There is nothing wrong with self-care and vacation time. It’s all about balance.
4. Stop wasting time on the wrong accounts. How many times have you been really excited about a potential high-fit customer, only to discover you were way off-base and have to go back to the drawing board? Wasted productivity on poor prospects is one of the biggest contributors to sales burnout and it happens easily, even to the best salespeople. Half of the sales burnout battle is knowing who the right prospects are – in this case, quality definitely trumps quantity. Finding the right leads from the get-go is key, which brings us to our next tip …
5. Look to predictive solutions, such as AI-Assisted Sales. Solutions like EverString Audience Platform can automate prospecting for you so that you spend more time selling and less time on research and meeting prep. With a sales intelligence platform, you can literally enter an ideal customer, then EverString will generate similar companies for you to reach out to – it’s really that simple. With so much sales data to leverage, you shouldn’t be wasting your time on old school prospecting.
Hang in there: Sales burnout happens to all of us eventually. Look to these tips to make sure you come out it on top with plenty of closed deals, even when your motivation might be at an all-time low.