Feeling stressed in sales? Research shows that you aren’t alone. Today’s B2B reps are dealing with issues that can impact not just their sales but also their well-being. 

30% of sellers report feeling stressed, according to the Voice of the Sales Rep study. Rates of stress are higher among millennials, as nearly 42% have been stressed. Baby boomers follow closely at 41%.

When it comes to job type, stress is notably high for those who are full-​cycle sales reps. 45% of these sellers report recent stress.

Additionally, sellers say they are dealing with other issues that impact mental health. Overall, only 30% say they are achieving work-​life balance. And 22% of reps feel they can’t take time off. This stat was especially high among baby boomers (35%), as well as those working at companies with 50 or fewer employees.

The research also reveals that sellers underestimate the importance of handling stress in their jobs. When asked to cite top characteristics for sales success, ability to manage stress was only mentioned by one-​third of respondents. 

What is the impact of stress in sales?

In reality, stress can wreak havoc on every part of a seller’s life. Professionally, everything from productivity to teamwork is affected. This can ultimately lead to a “domino effect,” according to a recent report in The Journal of Business Research.

“The intensely competitive landscape of B2B selling makes it highly susceptible to mental health issues (MHI) among the salespersons,” the authors write.

“MHI has a cascading impact on salespersons’ well-​being, and ultimately on organizations’ performance and hence needs to be addressed as a priority.”

 Not only can sales suffer, but reps also risk their emotional and physical health. Burnout, anxiety and depression can arise from consistent stress, leading to sleeplessness, mood swings and other health issues.

How can you manage stress in sales?

While stress is an inevitable part of any job, it’s still important to be conscious of it and work at keeping it at bay.

Identify

One of the first steps to do so is identifying triggers. These are things that commonly lead to stress. Be on the lookout for symptoms of your stress, which can include increasing heart rate, racing thoughts and jaw clenching. Trumpet’s Max Barnes shares common sales-​related triggers:

• High quotas: Constant need to meet ambitious sales goals creates ongoing stress.
• Frequent rejection: Regular “no’s” from prospects can lower morale and motivation.
• Heavy workload/​multitasking: Balancing prospecting, outreach and follow-​ups can feel overwhelming.
• Blurred work-​life boundaries: Constant notifications and connectivity make it hard to fully disconnect.
• Time pressure: Every hour is packed, leaving little room for breaks or recovery, increasing fatigue.

Respond

By understanding what triggers your stress, you can be more aware of stressful moments and work through them. Coming up with and testing strategies for handling it helps you respond to triggers rather than react. This prevents a buildup that can lead to chronic stress.

And, over time, this fosters emotional resilience, so you recover quickly from setbacks.

Reach out

It’s also helpful to reach out to others for help managing stress in sales. In an article for LinkedIn, Sophie Ogolla. suggests asking for feedback from others close to you, such as teammates and family. This can be especially helpful when trying to identify triggers.

“Be open to feedback from friends, family members or colleagues who may observe changes in your behavior or mood indicating stress,” she writes.

Doing so can also help others understand how you’re feeling and alleviate pressure, writes Lestraundra Alfred for HubSpot.

“Speaking up when there’s enough time to mitigate the issue gives time and space for your manager or mentor to work with you and find a solution.”

And finally, never hesitate to reach out for professional assistance. Professionals, such as counselors, therapists and coaches, are trained and professional. As SalesFuel points out, whether you’re a senior salesperson or a newcomer to the industry, receiving support can be a lifesaver.

Stress is part of sales, but it doesn’t have to impact your success or health. With awareness, connection and support, you can build resilience and thrive in even the toughest selling environments.

As SalesFuel's Tim Londergan points out, "When stress is overwhelming, energy dissipates, negativity creeps in and there’s nothing left to give."

Photo by Elisa Ventur on Unsplash