Help your team overcome the emotional challenges
Furthermore, we sleep and wake up with uncertainty: how long will the isolation last? Will I or someone in my family get sick? Will I be able to keep my company or job beyond this period?
In view of all this, it is essential to talk about a still delicate subject in the sales area, mental health.
We cannot deny that we are all living with important emotional challenges. And, if you are a team manager, it is your responsibility to take care of your salespeople's emotional state during this period as well.
In this article, we’ll talk about some of the most common situations right now and also practical ideas to put into action today.
Come on?
What are the main emotional challenges faced by sales professionals during this crisis?
So that you can help your team to go through this delicate moment, dealing better with all the emotional challenges that we have been experiencing, it is interesting that you can first identify what they are.
In this way, you will be able to help your salespeople to seek help to prevent them from progressing to more serious disorders.
We list the main ones below:
High stress
Stress has been one of the biggest challenges that professionals face at the moment, especially those in areas most affected by the crisis - such as Sales. And excessive stress can be perceived from symptoms such as:
- irritability;
- sadness;
- insomnia;
- change in appetite and weight;
- lack of concentration;
- headaches.
- Fear of death and grief
Another emotional issue that we are dealing with at the moment is related to anxiety and fear of death (own or some family member) and also, in more serious cases, grief.
For this reason, it is very important to monitor with your salespeople if they are preventing themselves according to the recommendations, if they are in good health and how are the people close to them.
The greatest risk is that, in some cases, this fear may develop into a more serious emotional condition.
Anxiety about the future
We are already a naturally anxious society. With the COVID-19 crisis and social isolation, this has certainly been accentuated.
We have a scenario of fear of losing our jobs, of losing income, among other factors. In addition, there is all the difficulty of adapting to a new routine, working at home and without our social activities.
Like stress, anxiety can result in physical or mental symptoms, the main ones being:
- irritability;
- hyper vigilance;
- accelerated thinking;
- unwanted thoughts;
- nausea;
- sweat;
- lack of concentration;
- trouble sleeping.
Intensification of issues that already existed
Finally, it is important to know that this whole scenario of isolation and uncertainty that we are experiencing must intensify situations that already existed, such as compulsions, addictions, anxiety disorders, depression, among others.
Therefore, as a leader, it is important that you get to know your team in order to be able to identify any change in mood, in the fulfillment of tasks or in the relationship with colleagues.
Before any judgment, try to know if these are not symptoms of any mental issue that he may be living with.
Some actions that can help to keep the team mentally well!
We have already talked about the current context and given tips to identify when an emotional issue may be affecting any of your salespeople.
But, more than cure, it is interesting to try to prevent these challenges from evolving to a more serious situation.
And there are some initiatives you can take as a team leader. Check out:
Accept that mental health is important - and that the company cares!
First, it is essential to overcome this taboo in relation to mental health. It is just as important as physical health, especially at times like the one we are experiencing.
In general, unfortunately, what we find in companies is a devaluation of mental illness, preventing professionals from seeking help.
Many professionals with emotional problems report that they do not feel supported in the work environment to overcome them. So, it is worth trying to identify what your company's posture looks like in this sense and, together with other leaders, seek a position aligned with what the moment calls for.
It is even valid to confirm that the health plan offered provides psychological assistance among the benefits.
Make a weekly map of how the team is doing
Directly with the team, even in times of virtual relationship, try to make a periodic map of how each member is handling the situation.
And how to know? In addition to observing changes in behavior, have individual conversations, preferably weekly, with each of them.
In these interactions, ask questions such as:
How has the routine been these past few days? What have you been doing besides work?
How are the people in your house?
Have you been able to sleep well, rest and have moments of leisure?
How have you been feeling?
Is there any way that the company or the team can help you feel better right now?
They may seem very personal, but at times like these, it is important to get close to whoever is on your team.
Coaching in sales
If you want to further improve these individual interactions, we also recommend sales coaching practices, which can be very positive.
With coaching, you guide and influence the salesperson to discover their potential and to engage with a clear objective.
And this goal may simply be to go through quarantine with better mental health!
Perform group activities
In addition to individual activities, also plan interactions with the entire team. This is important to maintain social interaction and motivation, even if it happens virtually.
And these activities need not be just follow-up meetings. You can promote happy hour, group dynamics and training that make people heard and can relax in the midst of such a stressful routine.
Pass information within the required limit
Many experts have recommended avoiding information overload at this point.
Too much bad news can accentuate stress and anxiety, along with a feeling of helplessness in the face of the situation.
Therefore, in addition to recommending the team to consume information only as necessary, try to inform them about the situation of the company and the market. But do this within a limit that, at the same time, passes transparency, but does not generate excessive concerns.
Review goals and relax charges
Many companies are already reviewing their planning for 2020, even though we are still unable to measure the size of the crisis exactly. If yours has not yet reviewed the goals for the year, it is interesting to start doing so.
Charging salespeople for results that will not be achieved with the economic crisis can further accelerate emotional challenges. Therefore, try to keep your goals within a realistic scenario.
Encourage a routine
Having a well-structured routine is important to give a feeling of normalcy during quarantine.
So, try to help your team build yours. The work style has changed, so they need to reorganize themselves to fulfill their professional activities. And, in addition, also taking care of the house, exercising, having moments of leisure.
Just remember, it is interesting to support this construction, but without showing a desire to control the employee's daily life.
Recommend expert help
You need to know that in more advanced situations regarding mental health, you will not have the knowledge and skills to help your salesperson. There are professionals specialized in psychological and psychiatric care and their role is to support your employee in the search for this support.
Even in this pandemic scenario, there are many professionals offering assistance at more affordable prices. Try to find one in your city or region that you can recommend to your salespeople!
As a leader, also take care of your mental health
Finally, there is no point in taking care of the mental health of salespeople if you do not take care of yours as the team leader.
By taking good care of yourself, you will be able to really clearly identify how each team member is doing. In addition, you will avoid "discounting" your anxiety and stress on professionals when you are in a time of greatest pressure.
Seek support from other company leaders and expert help too!
Empathy is the word of the moment!
We have seen a lot in the conversations and content about the moment the focus on empathy. And it is not by chance. To deal with such a challenging time for everyone, you need to have this ability to put yourself in the place of the other much more keen.
That's how we can be better leaders in a scenario that needs us so much!
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