Mental wellbeing is an important topic around the world, and never more so in the sales industry.
Life is tough for salespeople. They face rejection every day and are measured on targets that scroll back to zero every month.
In this blog, we’ll explore the connection between mental wellbeing and sales. Then, we’ll highlight actionable strategies to enhance mental health in sales.
Let’s get started 👇
Why sales is stressful
The truth is B2B sales can be a bit of a pressure cooker.
But why does it have this reputation?
Let’s explore the contributing factors:
Targets
If you work in sales, you have a number on your back. There’s a constant expectation to meet and exceed targets. This pressure to deliver consistently can result in a tense working environment.
Rejection
A career in sales means living in a world of rejection. Dealing with constant “no’s” can take a toll on your mental health.
Uncertain income
Performance-based pay can cause fluctuations in income; for SDRs, this financial uncertainty can be stressful.
Fast-pace
Sales operates at a rapid pace; you have fierce competition and a dynamic market to contend with. It can be an exhilarating ride and yet mentally taxing.
By recognising these unique stressors, you can better support salespeople to perform at their best.
The benefits of good mental health in sales
Sales performance and mental health isn’t a zero-sum game.
Prioritising mental health has some serious upsides! These include: effective stress management, sustained high performance and burnout avoidance.
According to Ollie Sharpe, former Managing Director (EMEA) at Salesloft:
“The quality of a salesperson’s work depreciates the more stressed they get. And the more stressed they get, the more likely they are to be laid up with a cold and out of action for a few days.”
The benefits of good mental health in sales aren’t limited to the individual - they help the sales team and organisation as a whole. Good emotional wellbeing enables salespeople to build strong relationships with clients and colleagues. This drives success long-term.
Strategies to improve mental wellbeing in sales
Picture this: a sales team that thrives on empathy, achieves work-life balance, and prioritises physical health. Sounds like a great place to work!
How can this be possible?
Let’s look at how to improve mental wellbeing in sales 👇
1. Foster an empathetic sales culture
Culture is a defining factor for both mental health and sales performance. But remember, creating an empathetic sales culture is not just about lip service!
Ollie Sharpe explained:
“Salespeople will realise quickly whether or not you’re true to your word. They’ll look for pastures new if your culture falls short of their expectations.”
So what practical steps can you take?
Here are some pointers for building an inclusive sales culture:
Normalise conversations about mental health
Encouraging open discussions about mental health creates a safe space to share experiences.
Regular one-to-one check-ins are an excellent opportunity to provide feedback and support when needed.
Provide mental health resources
Offering access to mental health resources like therapy services is a step in the right direction. But a crucial aspect is ensuring the sales team knows where to seek support.
These offerings create a win-win scenario. How?
The employee has the opportunity to improve their mental health, and the employer gets a more productive workforce.
Offer mental health training
Provide training on mental health awareness, active listening, and supporting team members with mental health challenges.
Mental health first aid training is a great place to start; it equips employees with the skills to recognise signs of mental health distress and provide initial support.
2. Cultivate work-life balance
SaaS sales is a high-intensity career, but that doesn’t mean balance is impossible.
So what’s the secret?
Salespeople must establish clear boundaries between work and personal life, carving out time for self-care.
As Ollie Sharpe explained:
“If I’m feeling run down, I’ll let my team know that I’m taking the day off to prioritise my mental wellbeing.”
This kind of behaviour prevents burnout and leads to better results over the long term. Sales leaders should lead by example - it demonstrates a genuine commitment to mental health in sales.
3. Prioritise physical health
It’s no secret that there’s a close link between physical and mental health. Regular exercise, healthy eating and sufficient sleep are all significant factors.
Giving employees the opportunity to improve their physical health is a wise move - it benefits their mental wellbeing and sales performance.
How can you nudge them in a positive direction?
By providing resources such as gym memberships and wellness programs or partnering with online weight loss programs/specialised healthcare providers that can support them with more specific needs.
Supporting employees to improve their physical health is a smart move - the upsides more than pay for themselves!
Self-care tips
Okay, so we’ve covered the team perspective. Is there anything you can do on an individual level?
It turns out there is! Here are a few tips for taking care of your own mental health in sales 👇
1. Seek social support
Connecting with other sales professionals who understand the challenges of the job can provide valuable perspectives. This support could come from your sales colleagues, mentors, or even online communities.
Engaging in conversations with others who’ve been through difficulties in sales normalises these experiences and provides coping strategies.
2. Practice stress management techniques
Stress is an inevitable aspect of a high-pressure career, but you can use specific techniques to manage it healthily.
Here are a few examples:
- Deep breathing exercises.
- Meditation.
- Keeping a journal.
- Engaging in creative outlets.
It’s worthwhile exploring some techniques and sticking with the ones that work for you.
3. Engage in hobbies
When you have a demanding job, making time for hobbies isn’t always easy - but it is important.
Why?
Immersing yourself in your passions is fun! And they’re one of the best ways to recharge from work pressures.
Whether your thing is sport, cooking, painting, gardening or playing an instrument - make time for it! It boosts your mental wellbeing and sales performance.
The future of mental health in sales
We’re sure you’ve worked it out - prioritising mental health leads to a happier, healthier and more productive workforce.
But are there any challenges ahead?
According to Ollie:
“Now people are spending their time between home and the office, it’ll be challenging to ensure sales cultures are inclusive.”
“The best way to mitigate this is for sales leaders to become more outspoken about mental wellbeing, and open up the door to having more holistic conversations about performance with their teams.”
But Ollie remains ever-optimistic about the future:
“The impact of this can only be positive, helping attract more of the brightest talent to our industry.”
