Burnout happens in every profession. Years of a boring, uninspired work,
or the constant pressure to deliver yesterday, are common causes
of burnout. Inside sales, however,
is different than most jobs because cold calling can be highly taxing on the
brain. I’ve seen people burnout
not in two years time, but within two weeks.
Inside sales is both a sprint (the high number of
dials per day) and a marathon (thriving at the position for the long run), and
the two must complement each other if you’re to succeed. And psychologically speaking,
pushing digits all day can seem as heavy as pushing a refrigerator up three
flights of stairs. Perception is not everything, but it’s a lot.
Here are a few things to look for and address when it
comes to job burnout.
Phone Love. If you think email is the
best way to land deals then cold calling is not for you. If you don’t wake up on Saturday
morning and say, “Boy, I wish I can pitch today,” then maybe you’re not as
passionate about inside sales as you think you are. Does chasing after decision-makers day in and day out—that’s
the job!—make you tired and
defeated, or does it motivate you even more to catch them and close them? Inside sales is something you genuinely
have to be passionate about. You
really can’t have lukewarm feelings about the position. If there’s any gray in your thought
process as to why you like or dislike the job then burnout won’t be an issue. It will be high time to look for
Time out! You are your own best coach, so it’s OK
to give yourself a timeout. It’s
really no different than putting your toddler in the corner when he/she is
acting up. We all get cranky, and
frustration builds. The Shirleys
(gatekeepers) of the world can be overbearing with all their questions, and the
Bills (decision makers) can drive you bananas with their waffling ways. And those hang-ups! The combination of all these factors
can make you lose your cool and explode.
Don’t get sucked in. Take
an unscheduled break. Scheduled
breaks don’t work in inside sales.
If you’re on roll and closing deals, keep going. Sprint! Don’t take a break because it’s
10:15. At the same time, there’s a
good chance of a meltdown before 10:15 arrives. So, get up, take a walk, stretch, tell a joke, do anything,
but definitely call “time out!”
Pace Yourself. This is the marathon
mentality working. Understand the practices and techniques that work best for you. Visualize and prepare for the hour,
the day, the month, the year.
As I wrote about in my last blog—know your game and stick to it.
And, finally, don’t underestimate what a sense of
humor brings to the table. Inside
sales—because of the variety of characters you speak with each day—should
provide enough smiles and laugh out loud moments to make it all worthwhile. When you’re smiling, as the song goes,
the whole world smiles with you.
And maybe, when you’re smiling and dialing, the whole world buys from