1 in 4 Sales Employees Suffered From High Levels of Stress Last Year

This article was first posted on our CEO, Andrew Mc Kenna's LinkedIn Profile.  

How to increase resilience among sales staff

What you’ll learn in this blog:

  • What is resilience? 
  • How to build resilience in sales staff
  • The benefits of practicing resilience
  • The disadvantages of zero resilience strategy

Resilient people are calm, energised, engaged, focused and creative.  A resilient organisation serves with vision, humility and care. It is adaptive, innovative and tenacious; it is a force for good.” - The Resilience Institute, 2016

The World Health Organisation recently described stress as the global health epidemic of the 21st century.

Furthermore, the Australian Psychological Society found that 1 in 4 salespeople felt moderate to severely distressed in the past year. These are worrying statistics, yet not surprising at all.

Sales involves constant strain that includes competing with competitors, meeting sales targets and dealing with rejection. The recruitment industry in particular, is especially competitive these days. With such advanced technology at their fingertips, candidates are virtually able to shop around the online job marketplace, making it tough for recruitment agencies to stand out.

Salespeople are knocked down, pulled backwards and turned inside-out on an hourly basis. In a sales environment, it’s survival of the fittest or you’re out.

In this article, we will show you how we try to promote resilience at Denovo, the benefits of having a resilience strategy and the effects that no resilience strategy can have on a workplace and its employees. 

How we practice resilience at Denovo 

Our managers are realistic and encouraging. A phrase we often hear our managers saying to a stressed-out sales employee is, “it’s recruitment, get up and move on”. It’s said in a kind, but firm tone and it gives the consultant a much-needed boost to bounce back up and seek the next opportunity with their head held high. The beauty of this approach is, even if the consultant fails a second time, they will always be encouraged to get back up again and never stop trying. That’s what resilience is all about.

Promoting physical health and well-being. Most of our consultants go to the gym daily before or after work or for a walk on their lunch break, which is great. Music is food for the soul and thanks to our National Manager/Office DJ, funky tunes fill our ears all day. And a group of us recently trained together for the City2Surf marathon. That was a whole new level of resilience, especially for those who had never ran a marathon before!

city2surf run Denovo consultants

A whole lot of learning. Training and development programs grow and strengthen our brains. And the more learned we are, the more solutions we can develop to increase our resilience in the face of failure. At Denovo, we hold weekly Denovo Talks (training sessions) live on social media every Wednesday and our 5-week Denovo Academy graduate program is nearly launched!

The benefits of practising resilience

Resilience is not something you are born with nor it is genetic. It is a skill one acquires over a period of time through strategy and practise. Once the skill has been finely tuned, benefits such as positive health, well-being and good performance shine through.

Other positive benefits of resilience include:

  1. Protection from mental health problems.
  2. A greater ability to deal with setbacks and “bounce back” from them.
  3. The ability to perceive challenges or obstacle as manageable and positive.

Although we are aware of the many benefits resilience can offer sales employees, a lot of companies have not yet adopted a resilience strategy. Let’s quickly look at the effects a workforce without such a strategy might experience.

The disadvantages of zero resilience strategy

According to a survey from Conduent HR Services, only 22% of global companies have resilience programs.

The results 
from a recent Springfox study, the Global Resilience Diagnostic, illustrates exactly what happens to employees in a workplace with no resilience strategy in place.

  • 55% of people worry excessively
  • 50% are hypervigilant
  • 45% experience distress symptoms
  • 30% have impulse control problems
  • 35% are unable to relax
  • 30% experience excessive work intensity

This is a recipe for disaster. But luckily, resilience is a muscle and it can be strengthened over time. As Robert H. Schuller once said, “Tough times don’t last, but tough people do”. 

Hopefully, business leaders and managers can realise the power of having a resilience strategy in the workplace. Not only will it strengthen the minds and grit of your staff, but it will also increase your employee retention rate, improve staff performance and increase business profits. 

Do you need help with your hiring process? Call us on 1300 336 686 if you are based in Australia or + 31 20 523 1053 for Europe! Alternatively, say hello@denovo.com.au