How to Maximize Potential and Avoid Burnout
While it’s not only our responsibility to direct and develop our sales reps, it’s also up to us to make sure our reps are dynamic in how they handle their day-to-day activities and new opportunities.
All too often, sales reps get lost in the daily grind. And we expect it—we expect them to get after it day in and day out just like we did back in our day. But we’d rather avoid any burnout. That’s why we need to teach reps when to slow down and observe the bigger picture, when to go full speed ahead, and when to be precise and intentional with their actions.
We all know that success in sales is usually a direct result of dedication and focus (hard work) and it’s no surprise that the best reps tend to outwork their peers. But these high performers have also mastered something else: the balance between being slow and meticulous versus being fast and focused.
Another way to look at it
With business and sports having endless analogies, there are a few different ways to paint the picture. But in all of these scenarios there is one similarity: the individual or team who finished on top had to slow down and then be sharp when the time came to go for the win.
Floyd Mayweather vs. Conor McGregor: Fan or not, over 50 million Americans tuned in and generated $1B in revenue. And it may have seemed a bit boring to watch Mayweather sit back and analyze McGregor as he expended so much energy. But when the time was right, Mayweather turned it on and came out victorious. He knew when to capitalize on the moment, and how to avoid getting hit. Maybe McGregor lost due to his inexperience, but he also wasted key opportunities and ran out of gas at the end. Great effort, but no win.
In any top flight soccer match, the game requires an intense fitness regimen. Hardly do you see laziness with footballers. But the best players are multi-dimensional and precise with their movements. They know when to stand and watch the play develop, when to walk into a position in anticipation of the ball, and just the right time to explode into space to make a huge play. All in all, the average player runs 10 miles per game and logs 40 sprints per game. Elite players emphasize reading the game over sheer effort—this helps them conserve energy and be ready for the critical moments. Because of this, they rarely burnout.
Today’s top NFL stars aren’t focused on putting on weight or muscle in the off-season anymore. Now they focus on strategy: when to be highly explosive and decisive. They analyze game plays and tweak their training methodologies to gain the greater edge during high pressure situations. With high stakes (money and titles) riding on every game, you’re seeing a heightened focus on precise execution versus brute strength. This mix of work also helps avoid burnout and leads to better performances particularly by rookie players. (Go Pack, Go!)
Now you know the secret. If you want your reps to avoid burnout, make sure you aren’t afraid to mix it up, change up how your reps tackle prospecting activities, allow strategy time and self-development, and foster an atmosphere of creativity. Reps should be highly-focused when it’s time to hit the phones and eager to land someone on the line. When they have a prospect on the line, that’s the precise time to shine.
Let’s breakdown an example of a high-volume prospecting sales role
In the simplest of terms, a new business or sales development rep’s job is to make calls and book appointments via outbound prospecting. Part of that process is qualifying, getting people excited, and developing relationships. It’s common for you (and your reps) to think that every single day they should be in the office, pounding the phones, no questions asked. But get ready for it: burnout is inevitable. Instead teach them how to think like seasoned pros. Here’s when your reps should:
Stand or walk: They need to do some big picture thinking, develop skills, research key prospects or markets, develop creative approaches, handwrite cards for a personal touch, or spend time with field sales reps to discuss hot topics.
Run or sprint: They need to gear up for a high-volume days, target key prospects, hit untapped markets, email value-touches to open opportunities, participate in cold-call contests with peers, or help field sales reps address key objections where appropriate.
Explode: They need to be razor sharp on any live call. That is their moment standing in front of the goal, question is will they score?
Getting the best (and most) out of your new business or sales development rep’s efforts means allowing them to go slow in order to move fast when it’s most needed. This keeps them highly-tuned and avoids burnout.
The takeaway: Your reps can’t sprint all the time. They should be intentional in what they do and pick the right time to sprint so that they can get the most wins possible.