Beat Sales Burnout,9781593371555

Beat Sales Burnout

by
ISBN13: 9781593371555
ISBN10: 1593371551
Format: Paperback
Pub. Date: 2005-01-14
Publisher(s): Adams Media Corp
List Price: $11.72

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Summary

Beat Sales Burnout is perfect for salespeople who need a boost. The time-tested strategies in this book will help readers overcome job burnout, turn destructive stress into creative stress, increase productivity, and make sales slumps a thing of the past. Tips on how to: *Take control of the day *Live, breathe, and enjoy your job! *Focus on strengths, not weaknesses *Make realistic income forecasts *Improve relationships with sales managers.

Table of Contents

Introduction x
Part One: STRATEGIES
1(70)
Test Yourself
2(7)
Learn the Difference Between Creative Stress and Burnout-Inducing Stress
9(4)
Recognize When You're Feeling Stressed
13(5)
Monitor Your Diet
18(2)
Make Your Move!
20(2)
Breathe Right
22(2)
Get Some Perspective
24(2)
Give Yourself a Reward
26(2)
Set Your Own Limits
28(2)
Have the Sense of a Goose
30(2)
Don't Be an Eleanor
32(3)
Group Like Activities Together
35(3)
Take Back the Morning
38(2)
Develop a Success Ritual
40(2)
Make Your Commute Work for You, Not Against You
42(1)
Take a Good, Long Look at Your Surroundings
43(2)
Go with the Flow
45(6)
Ask Your Manager for Help
51(2)
Find Another Point of Entry
53(2)
Escape the ``Rejection Trap''
55(3)
Understand Your Own Numbers
58(3)
Abolish the Sales Slump
61(3)
Learn the Ten Commandments for Making Sales Slumps a Thing of the Past
64(3)
Take Twenty-One Days at a Time
67(4)
Part Two: BEATING THE HABITS THAT MAKE LONG-TERM BURNOUT POSSIBLE
71(50)
Selling Yourself a Bill of Goods
72(7)
Setting Uninspiring Goals
79(3)
Not Tracking Your Own Time
82(3)
Not Knowing What Kind of Day You Just Had
85(3)
Failing to Engage the Other Person Effectively During the First Meeting
88(4)
Buying into the ``Vanity'' Sales Culture
92(3)
Doing All the Work Without Getting Any Commitment from the Other Side
95(5)
Forgetting about Prospects Once They Turn into Customers
100(4)
Not Positioning Yourself as a Resource
104(5)
Not Getting Feedback from Your Customers
109(4)
Making Sales Projections That Have Nothing to Do with Reality
113(1)
Not Making Peace with Your Organization's Tech People
114(3)
Keeping Your Supervisor Out of the Loop
117(2)
Not Instilling a Sense of Urgency
119(2)
Part Three: INSIGHTS
121(28)
Professionalism Prevents Burnout
122(4)
Urgency Is Different from Anxiety
126(3)
Everyone Has a Corporate Career Turning Point
129(5)
There Are Five Stages to the Sales Career
134(4)
It Pays to Move Forward
138(3)
Salespeople Who Don't Burn Out Have Certain Personality Traits
141(3)
You Can't Do Everything
144(2)
You Create Your Own Truth
146(3)
Part Four: FOR MANAGERS
149(49)
Determine What Your Ideal Performer Looks Like---and Try to Hire Against That Model
150(1)
Recruit with the Live-Breathe-Enjoy Formula!
151(3)
Strategize for the Marathon
154(5)
Set Regular One-on-One Coaching Meetings
159(2)
Choose the Mentor!
161(2)
Establish an Eight-Week Coaching Plan for the Team as a Whole
163(6)
Understand the Transition Curve
169(3)
Build Training and Retention Programs Around Your Top Performers
172(2)
Choose the Right Compensation Structure for the Salesperson
174(2)
Remove as Much Stress as Possible When It Comes to Making Prospecting Calls
176(2)
Understand the ``Investment'' You're Dealing With
178(2)
Learn the Criteria of the Prospect Management System
180(5)
Use the Project Management System to Develop Forecasts Based on Reality, Not Guesswork
185(6)
Make ``Faking It'' a Thing of the Past
191(3)
Conduct a Call Blitz
194(2)
Ask Questions to Get to the Underlying Reality of the Sale
196(2)
Appendixes: Thoughts on Burnout Prevention for Telesales Professionals 198(6)
Online Resources: Stress and Burnout 204(4)
Index 208

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