The Real Reason Salespeople Burn Out & How To Fix It
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The phenomenon of burnout in sales is unfortunately very common and believe me, I've seen it a bunch of times and I've also covered it on the salesman.com podcast as well. And of course, dealing with daily rejection, constant pressure, tick quotas that increase quarter after quarter after quarter, and the never ending list of objections that get thrown at you day after day is more than enough to overwhelm anyone.

It's like slowly pulling on a rubber band and then waiting until it inevitably snaps. And even though some of the loud bro-ish sales trainers out there might tell you to just go in and embrace the grind or to be a man and get your shit together,

What you really need to do is embrace what I call the linear journey. And look, I worked in medical device sales for years and I've been a sales trainer over at salesman.com for another decade. Having helped at this point over 2,500 salespeople and small business owners crush

their quotas. Again, this idea of burnout is not new to me. If you don't want to end up hating your job to the point where you can't get any results and you get fired in the process, this video is a must watch for you. If you want a more personal touch to help you find and close my deals in the next 30 days guaranteed, then click the link in the description to check out our salesman.com Academy Mentoring

Okay, so most salespeople feel burnt out because, well, they're running around all day doing lots of activity, but they're not actually getting anything done. This is incredibly common and it's one of the first things that I coach people on when they join salesman.com academy. To reduce selling burnout if you're facing it or you fear that you might get close to burnout in the near future, you need to simplify your sales process.

you might need to implement a sales process in the first place. The goal is to reduce all of this headless chicken syndrome where you're doing one activity, then another, and maybe they'll link up, or you don't know what customer's doing this or that, and you do a pipeline review and it's all over the place. What you need is a step-by-step process, basically just to get stuff done.

Think of it like this, right? Your sales process doesn't have to be complicated, but it should be documented and it should be followed every single time. You need a process to book a meeting. You need a process to diagnose the buyer's problem so you can see if you can help them or not. You need a process to qualify. You need a process to build a business case. Then you need a process to get the deal done, to close a sale at the end of the day.

If you don't have a process right now, you can download an absolutely completely free copy of Seller Made Simple via the link below or heading over to salesman.com. And this will give you absolutely everything that you need to put together a systematized, proven sales process. And that in a heartbeat reduces a whole ton of burnout for salespeople. And there's a second order consequence to not having a sales process in place. And that is you're very likely to face over

Okay, so the main reason why humans feel overwhelmed is because we're not, quite frankly, we're not designed to do 50 different tasks for different subjects for different reasons every single day. We're not designed to do tasks that are disparate from each other. Humans are wired to feel hungry, which is a hormonal response to how long it's been since there's been food in your belly, and then go on a very linear journey to hunting an animal, carving it up, bringing it back,

cooking the food, feeding the family, and then getting cracking with the other stuff that needs to be done around the campfire. That is what our brain chemistry is designed to do day in, day out. It's slightly more nuanced than that, but you get the idea. Most salespeople, however, well, they've got 28 different sales cadences. They've got three different ways of doing a discovery call. One from one LinkedIn guru, one from a YouTube video, and one that they've made up themselves.

They want to include 27 different pieces of software in their sales process. Marketing is telling them to do one thing. They've got some content here. Marketing want them to use this other tool over there. And as soon as you start to act on each one of these different variables, even if you aren't acting upon them, but they're just all bouncing around in your brain as something that should be done, even elite people can feel overwhelmed.

And if you feel overwhelmed for a long enough period of time, your brain just starts to give up on you. It doesn't know what it should be doing, what it shouldn't be doing. It can't differentiate between the signal and the noise, both in your sales role, but just in your wider life as well. And that leads to burnout. Now, it's pretty simple to resolve this. There are two things you should be focusing on. First off, eliminating what's called shiny object syndrome. So if you log into LinkedIn on a Monday morning and you go, oh,

"That's a cool template," or "That's a cool AI prompt," or "I should be implementing this step of the sales process, which I've never done before. There's no evidence that this genius on LinkedIn has any clue what they're doing other than they just created a post and claimed some incredible numbers on the back of it."

If you do any of this and you aspire to improve, but you never actually take any steps forward, it's very likely you've got shiny object syndrome. And to resolve this, dead simple. Back to step one, right, of this video. Build a linear step-by-step sales process, document what you're going to do at each step of that process,

and then do it. It either works or it doesn't work. If it doesn't work, then we just look at the variables. What can we change? What worked in the past? What's like to work in the future? And use a scientific method to make a hypothesis and then circle back around, test. And if it works, you do it.

Don't overcomplicate the process. Over at sales.com, we've got a very simple, both outbound and inbound process. It's not really changed in the past two or three years at this point, but it books meetings and it closes deals like clockwork every single day over and over and over again. It's past the point of micro optimizations and A/B testing and all this kind of stuff. Forget all that. Just get the fundamentals sorted in place

book meetings, diagnose problems, show the value, perhaps via a demo, build a business case, get the deal over the line and eliminate anything else. The other way of eliminating this overwhelm that elite salespeople on one hand and also brand new salespeople feel on the other hand is to make sure that you're putting all of your energy into the system in a single direction. And we're going to dive further into this into the next point. But

Every unit of energy that you throw at your sales role, it should be direct to booking meetings, deals over the line. Anything else is a complete waste of your time and energy. Now, obviously, if you've got a company car, you might have to submit your mileage, but submit it late. Submit it on the weekend. Forget what the nerds in HR or accounts or whoever's chasing you for it are after. If you smash your quota, all of those stresses, pressures, and distractions

all disappear. If you've got solid sales leadership in your organisation, they will get rid of all that for you because you then become such a valuable asset to the company. All your energy should be focused on booking those meetings, deals over the line, anything else, just push it off and off and off and off.

until the CEO of the company is pestering you to get it done. And even when you become highly focused and you've reduced some of that shiny object syndrome, there's still one other variable at play. And this can lead even the highest performing salespeople to burn out over a period of time if they don't get this nailed.

This is kind of the starting point. This is probably the most important thing I'm going to give you in this video. Okay, so the ultimate way to eliminate sales burnout is to make your sales career very linear. And I did this when I worked in medical device sales and it was absolutely a massive help to me. So I want you to stop for a second here and take a moment to think about where you want to get financially.

I want you to pause, you leave this in the comments if you like below, or just grab a piece of paper and write this down, but reverse engineer what you want and then the steps to get in there. Because having an end game, which could be just FU money or semi-retirement or perhaps enough cash to start your dream business, perhaps it's just the Porsche, perhaps it's just the car that you've always fantasized over.

Once you define that and you break down that's what's going to take me four years at this pace, just above quota, everything else becomes a lot more simple because you don't have to get 10X whatever else is getting the team. You don't have to do all these shiny object syndrome variables to the sales process to try and double your revenue. Very likely the things that you want are well within your grasp between a 12, 18 month, two or three year period.

So every time you start to get distracted, you look back at the plan, the linear plan of your career, because you shouldn't be wanting to work in sales forever. Sales, for most people, if you're in it for five, 10, 15 years, it will crush your soul. You will feel destroyed. You will not feel good about yourself if you work in the career for that period of time.

That is fine. There are a few rare examples of people that are career salespeople who absolutely love it, massively extroverted, and they have a few other traits, perhaps a slight bit of psychopath in them, which is fine. A lot of CEOs in corporate America have a little bit of psychopath to them as well. It doesn't necessarily mean it's a negative thing if those individuals understand that perhaps they have a lack of empathy or they can choose to have a lack of empathy.

But the goal is to understand start point, end point, and then move towards day after day after day. Every time you start to get yourself distracted, every time you feel overwhelmed, ask yourself the question, does this thing, this activity, this meeting, does it get me closer to the goal?

Over and over and over again, you should be asking yourself that question many times a day. And this is very similar to a process that the British rowing team went through when they transformed from a terrible rowing team to Olympic champions. They asked the question over and over and over again, does it make the boat go faster?

Does doing press before the Olympics make the boat go faster? No, okay, we're cutting it. We're not doing it. Does this diet? Does this activity? Whatever it is. That's what they asked over and over and over again. So if you want to retire early, if you want to save up the cash to start your business, if you want to...

Save up enough cash so you can start your music career because you really like Japanese punk pop and you want to learn Japanese and move over there and join a band. Whatever it is, how ridiculous it is, doesn't really matter.

Know what the goal is and ask yourself the question, is this activity, is this meeting, is this thing, is this time that I'm going to spend out of normal office hours, is that going to help me get there faster? And what you'll find over the course of your career, because you're going to have these blocks of time repeated over and over and over again with hopefully bigger and more audacious goals every single time,

What you're going to find is that when you hit that specific result, when you get there, when you've taken a step back to perhaps celebrate, this then becomes an iterative loop of single linear pathways to a defined point of success. And this is what eliminates the risk of burnout for most people when they get it implemented. If you're a B2B seller and you'd like to find and close more deals in the next 30 days with a simple selling process, then listen closely.

After interviewing a thousand sales experts on the world's most downloaded sales podcast, with data from over 14,000 sellers completing our sales code assessment, I've uncovered a step-by-step sales process that works so well that it's allowed me to help over 2,000 sellers beat their sales quotas whilst working less hours with less overwhelm and

far, far less stress. I've used the same process myself to build our training business to over a million dollars in revenue, selling many of the world's top brands like Salesforce, LinkedIn, Microsoft, or media sponsorships. So if it works for me, I know it can work for you. In fact, I'm so confident that we can help you find and close more deals in the next 30 days, that if you qualify to work with us, I guarantee that you will find and close more deals in the next 30 days

or you can ask for your money back. It's really that simple. I've used the Seller Made Simple method to help over 2000 sellers smash their quotas and they've generated over 262 million in personal bonuses and commissions since working with us. I've helped sellers like you not just fly past their sales quotas, but to do it consistently, confidently, and without feeling all salesy and slimy. The Seller Made Simple method works fast. It doesn't require you to grind out sales activities or make thousands upon thousands of

boring cold calls. We will overhaul and simplify your entire sales process from value proposition to creating the reliable meeting booking machine to leveraging a closing framework that makes you rejection proof. Remember, we guarantee in writing that if you follow our process exactly, that you'll find and close more deals in the next 30 days or your money back. And if you don't, I will personally continue to work with you for free until you do find and close some more deals.

So head over to salesman.com forward slash call. That's salesman.com forward slash C-A-L-L. Right now and book a call with me personally, and we'll see if you're a good fit for our process. That's right. No weird high pressure sales team or other shenanigans. You'll speak with me directly. And if I think we can help you, then I'll explain the process, how it works, and you can let me know if you want to get started.

So head over to salesman.com forward slash call right now. And this is a limited time offer, so don't miss out.