Beat Sales Burnout

Maximize Sales, Minimize Stress

Stephan Schiffman

• Publisher: Adams Media
• Year: 2005
• Print ISBN:
  9781593371555
• eBook ISBN:
  9781440500831
• Topic: Business
• Subtopic: Sales
• Index: Business

Beat Sales Burnout is the perfect antidote for salespeople who need a boost. The time-tested strategies in this book help readers overcome job burnout, turn destructive stress into creative stress, increase productivity and make sales slumps a thing of the past. Salespeople have to be on their game 100 percent of the time. The proven strategies for self-renewal in this book provide today's sales professionals with quick fixes for getting through the day, the week, the quarter and the year with their attitudes—and their incomes—on the upswing. The author shows readers how to:
-Take control of the day
-Use the LBE Formula—live, breathe, and enjoy your job
-Focus on strengths, not weaknesses
-Make realistic income forecasts
-Improve relationships with sales managersAlso includes a special section for managers on hiring, managing, and retaining burnout-free sales teams.

Table of contents

• Cover Page
• Title Page
• Copyright
• Acknowledgments
• Contents
• Introduction
• Strategies
• Test Yourself
• Learn the Difference Between Creative Stress and Burnout-Inducing Stress
• Recognize When You're Feeling Stressed
• Monitor Your Diet
• Make Your Move!
• Breathe Right
• Get Some Perspective
• Give Yourself a Reward
• Set Your Own Limits
• Have the Sense of a Goose
• Don't Be an Eleanor
• Group Like Activities Together
• Take Back the Morning
• Develop a Success Ritual
• Make Your Commute Work for You, Not Against You
• Take a Good, Long Look at Your Surroundings
• Go with the Flow
• Ask Your Manager for Help
• Find Another Point of Entry
• Escape the “Rejection Trap”
• Understand Your Own Numbers
• Abolish the Sales Slump
• Learn the Ten Commandments for Making Sales Slumps a Thing of the Past
• Take Twenty-One Days at a Time
• Beating the Habits That Make Long-Term Burnout Possible
• Selling Yourself a Bill of Goods
• Setting Uninspiring Goals
• Not Tracking Your Own Time
• Not Knowing What Kind of Day You Just Had
• Failing to Engage the Other Person Effectively During the First Meeting
• Buying into the “Vanity” Sales Culture
• Doing All the Work Without Getting Any Commitment from the Other Side
• Forgetting about Prospects Once They Turn into Customers
• Not Positioning Yourself as a Resource
• Not Getting Feedback from Your Customers
• Making Sales Projections That Have Nothing to Do with Reality
• Not Making Peace with Your Organization's Tech People
• Keeping Your Supervisor Out of the Loop
• Not Instilling a Sense of Urgency
• Insights
• Professionalism Prevents Burnout
• Urgency Is Different from Anxiety
• Everyone Has a Corporate Career Turning Point
• There Are Five Stages to the Sales Career
• It Pays to Move Forward
• Salespeople Who Don't Burn Out Have Certain Personality Traits
• You Can't Do Everything
• You Create Your Own Truth
• For Managers
• Determine What Your Ideal Performer Looks Like — and Try to Hire Against That Model
• Recruit with the Live Breathe-Enjoy Formula!
• Strategize for the Marathon
• Set Regular One-on-One Coaching Meetings
• Choose the Mentor!
• Establish an Eight-Week Coaching Plan for the Team as a Whole
• Understand the Transition Curve
• Build Training and Retention Programs Around Your Top Performers
• Choose the Right Compensation Structure for the Salesperson
• Remove as Much Stress as Possible When It Comes to Making Prospecting Calls
• Understand the “Investment” You're Dealing With
• Learn the Criteria of the Prospect Management System
• Use the Project Management System to Develop Forecasts Based on Reality, Not Guesswork
• Make “Faking It” a Thing of the Past
• Conduct a Call Blitz
• Ask Questions to Get to the Underlying Reality of the Sale
• Thoughts on Burnout Prevention for Telesales Professionals
• Online Resources: Stress and Burnout
• About the Author