Have you ever considered how sales burnout and quiet quitting can affect your company’s performance and employees’ careers?
According to Gartner, 89% of B2B sales professionals are experiencing burnout, with 54% actively looking for new jobs or quietly leaving.
In this blog, we will get into B2B selling burnout and how you can recognise the symptoms and effectively deal with them.
Burnout in sales is a common problem among sales teams that occurs when sales representatives experience physical, mental, and emotional exhaustion from an excessive workload.
Selling is like a long race; participants must stay energised and in good condition to reach the finish line. However, salespersons, exposed to various triggers, can become careless and may even choose not to participate.
As burnout has a major cost to individuals and organisations, sales organisations must address it proactively. The economic cost of burnout to organisations is estimated at $120-190 billion annually.
To maintain a positive and productive sales environment, sales professionals must be attentive to the causes of disillusionment and carefully define sales team roles to avoid burnout.
Burnout is a major reason behind quitting. Quiet quitting is when employees start mentally checking out of their jobs without officially quitting.
According to Gartner, it occurs when employees disengage, procrastinate, and go through the motions. Unlike a clear resignation, it happens quietly, making it hard for sales managers to notice.
Quiet quitting can have long-term effects on revenue, including increased seller attrition, extended coverage gaps, and lower pipeline conversion rates.
Quiet quitting became a trend as a response to working overtime and burnout experienced by young workers in 2021 with the Great Resignation. The term gained popularity after a viral video by American TikTokker @zaidlepplin. The movement focuses on self-preservation and “acting your wage.” According to a Gallup survey, at least 50% of the U.S. workforce are quiet quitters, with a higher percentage among workers under 35.
Combat burnout and quiet quitting in sales. Our Sales Management programme equips sales professionals with essential soft skills to improve team dynamics, boost sales performance, and enhance employee well-being.
While burnout and quiet quitting have been on the rise, it is important for sales leaders to consider the impact of their actions on their teams and individuals.
There are multiple reasons behind employee burnout. Here are the five main aspects driving this trend:
While achieving desired outcomes and targets is crucial in sales, the true power lies in how we execute the sales strategy and inspire our teams.
At LSOS, we believe that this execution involves creating a sales culture that instils the right mindset and behaviours. As leaders, we must lead by example, determining the behaviours we proactively promote within our teams and the actions we want them to take. By doing so, we take control of our sales strategy and empower our teams to achieve sustainable success.
Sales leaders can work towards preventing burnout by creating a supportive and growth-oriented environment for their employees to thrive and achieve their full potential.
Here are some strategies that may help:
1- Cultivating a Positive Sales Culture:
2- Balance Short-Term Wins with the Long-Term Vision:
3- Focus on Development, Support, and Collaboration:
Drive better sales results by harnessing human “soft” skills. Develop essential management skills to create a company culture focused beyond numbers. Take the first step towards a resilient and high-performing sales organisation.
4- Swiftly Address Performance Issues:
5- Create Opportunities for Advancement:
Even though quiet quitting and burnout seem directly related to dissatisfaction at work, it is important to cultivate a work environment that benefits both organisations and sales representatives.
To prevent burnout and quiet quitting in sales teams, sales leaders can cultivate a positive culture, strike a balance in sales goals, prioritise professional development, and create opportunities for career advancement.
Invest in your sales leadership journey and watch your sales force succeed.