How to Avoid Sales Related Stress and Work Overload

Anxiety does not empty tomorrow of its sorrows, but only empties today of its strength. – Charles Spurgeon

Stress, pressure and work overload are being reported by people all over the world at an alarming rate. Let’s face it, sales reps live busy, chaotic lives now more than ever before. For many of us “overload is the new normal.”  We don’t have to look very far to find evidence of that.  Our schedules are packed with sales activity, distractions, deadlines, data coming from every direction, family and social obligations.  Overload is like a virus that just keeps spreading. 

Many of us have contracted the stress-overload virus but we don’t seem to realize it.  We go around each day anxious, upset, worried, tense and frustrated.  We’ve accepted this as a part of life -- it’s our “new normal.” Stress can be an indiscriminate thief that takes away peace, sleep, relationships, laughter and eventually our health.  A recent APA survey reported that at least 67% of Americans are experiencing work-related stress resulting in negative impacts such as emotional exhaustion, burnout and lack of motivation to do their best.

Hectic circumstances, busy schedules and poor choices have been the entryway through which stress comes barging in.  The good news is that we don’t have to live as victims of mental overload.  We can make wise choices that result in peace of mind and higher productivity.  Following are some guidelines that can help reduce work related stress and increase your productivity:

Identify the source:  If the demands of work are overwhelming and causing you to feel overloaded, reevaluate your systems or talk to your sales manager. Instead of complaining how overworked you are, look for ways to become more efficient and how to make the most of your time each day. Start by identifying the specific triggers or situations that cause anxiety in your sales role.  Is it cold calling, presenting to a large group, handling objections, unattainable quotas, a nagging boss, or mandate reports?  Understanding the source of your anxiety can help you develop strategies to address it.

Break tasks into smaller steps:  If a particular sales task feels overwhelming, break it down into smaller manageable steps.  Think about the logical order of each step.  What should be done first, second, third, and so on.   Create a timeline and focus on completing each step.  Measure your progress and celebrate each small achievement along the way.  This approach will help reduce stress and make the task more approachable.

Examine your thoughts:  Are your thoughts draining your energy?  Most of what makes people feel overloaded is some type of fear that manifests as worry, anxiety and pressure.  If you lack clarity and direction in some aspect of your life, be it work related or any other area, ask yourself these questions.  Ask your higher power for wisdom and then write out your answers:

·       What advice would you give to someone in your situation?

·       What do you want to do?  How would that make the situation better?

·       What actions do you need to take to change things?

·       What are you doing wrong?

·       What are you doing right?

With distractions all around you, the best thing to do is sit down, get out your journal and ask questions.  If you’re hazy about a specific issue, write it out.  This will help you make tough decisions.  Instead of keeping those thoughts going in circles in your head, pen them on paper.  Start listing consequences of each decision.  What are the pros and cons?  List every possible outcome of the choice you need to make.  Research supports that writing your thoughts versus talking about them produces greater levels of peace, confidence, self-esteem and happiness.

Focus on value:  Shift your mindset from a focus on making a sale to providing value to your customers.  When you genuinely believe in the value of your product or service and how it can benefit others, it can help alleviate anxiety.  Focus on building relationships and solving problems rather than solely on closing sales. This approach can help you build trust, earn repeat business and respect from customers.

Engage in positive self talk:  Replace negative thoughts and self-doubt with positive affirmations.  Remind yourself of your past successes, skills and strengths.  Visualize yourself confidently engaging with customers and achieving positive outcomes.  Repeat positive affirmations to boost your confidence and reduce anxiety throughout the day.

Get moving:  Just 30 minutes a day of moderate exercise can have a positive impact on your outlook, productivity and overall health.  Exercise takes energy but what’s amazing is that it gives you back more energy.  Moving your body decreases muscle tension which lowers your body’s response to feeling anxious.  Any form of exercise, from weight lifting, to yoga, can act as a stress relief.  Make exercise part of your daily routine and you’ll be amazed at the results.

Practice relaxation:  When anxiety arises, practice deep breathing exercises to calm your nervous system.  Take slow, deep breaths in through your nose, hold for a few seconds, and exhale slowly through your mouth.  Spend time outdoors in nature whenever possible. Listen to music that inspires and relaxes you.  If you haven’t had a vacation in a while, plan some time away from the mundane.  Simply planning a trip can help alleviate stress overload and trigger optimism.  Anticipation of a new experience can help you get through challenges easier and give you a mental health boost.  Relaxation is not selfish or lazy.  It’s a way of recharging your batteries so that you can charge back into the field at full strength.  You will get much more accomplished, if you take the time to treat yourself right.

I meet so many sales reps who are discontented with their work and are seeking other opportunities due to overwhelm and stress.  The truth is that the grass is not always greener on the other side.  You still have to mow it and take care of it.  Managing sales anxiety is a process that takes time and practice.  Be patient with yourself and celebrate your progress along the way.  With consistent effort and the right strategies, you can overcome work related stress-overload and perform at your best in your chosen sales profession.

Angie Lambrou is a Professional Development Career Coach dedicated to helping sales professionals find the right career path in the medical industry. She is the author of Master the Medical Sales Interview (2023), and Job Search Breakthrough for Sales Professionals (E-Book, 2024).  Angie is the creator of The Medical Sales Job Search Blueprint that Gets Interviews masterclass which can be accessed through her website, www.Elevateyoursalescareer.com