Stress Busters

Whether salespeople frequently travel or work overtime, they probably feel immense pressure. And while they may not have the same demands as the company owner or executive team, their stress is still real, which could, in turn, affect their job performance.

Consider this: If salespeople travel a lot for work, they have to handle such things as road rage from other drivers, airline regulations, travel threats and the usual headaches that come with this lifestyle. Even if the job does not require travel, they likely feel expected to work overtime, and are probably performing tasks two or more people used to accomplish just a few years ago.

The following suggestions will help salespeople maintain perspective:

• Follow the 20:1:2 Formula. The 20:1:2 formula details the necessary time needed to devote to key activities that reduce stress levels. Here’s how it works: Spend 20 minutes each day in reflective time. Thinking, praying or meditating will rid the mind of negativity. Spend one hour per day engaged in vigorous physical activity to increase the heart rate. Finally, spend two hours each day with family. Perhaps, have dinner together.

• Delegate tasks. Salespeople should think in “business owner” terms. Owners of a medium- to large-size business focus on the big picture items, and have staff to perform routine operations to get more accomplished.

All the nonessential tasks performed are actually hurting productivity. For example, salespeople are constantly prospecting for new clients and following up with existing inquiries. If they spend any amount of time filing paperwork or mailing brochures, they are essentially missing sales. Therefore, delegate the non-vital tasks, and focus on those things that directly impact success and the bottom line.

• Value your number one asset. All businesses have a number-one profitable asset. Individuals’ most valuable asset is not their home, car or retirement account—it’s their health. Make a concerted effort to reduce stress and live a healthy lifestyle by eating right and exercising.