“I want my life back!”
A sentiment echoed by countless sales leaders and CEOs in the sales seat across diverse industries, and if you find yourself resonating with these five words, you’re not alone. The prevailing trend of exhaustion among sales leaders has become a pervasive concern in recent years. The relentless hustle, the weight of unrealistic expectations, and the strain of seemingly juggling multiple roles have become defining features of a sales culture that, frankly, is neither healthy nor sustainable.
Can you relate?
Running on Empty: Feeling like the clock is your adversary, stealing hours from your week.
Unrealistic Burden: Carrying a load that seems beyond reason.
Triple Duty: Doing the work of three people, on top of your own responsibilities.
Let’s face it: this is not a recipe for success. If the fatigue is a constant companion, it’s a sign that something has gone off track. But fear not, because today, I’m going to equip you with a resource to help you regain control.
However, brace yourself—what we’re about to dive into might get uncomfortable. Why? Because, often, the #1 root cause of burnout is surprisingly close to home: it’s the Leaders themselves.
The Doer Trap: Doing Instead of Leading
A recurring theme I’ve observed is a tendency among burned-out sales leaders to fall into the trap of being the hero, rather than the hero-maker for their sales team. In simpler terms, it’s about doing the work instead of leading the team to do it.
Let’s unpack the reasons behind this self-sabotaging behavior, which often masquerades as dedication:
- Control Freaks: Admit it; many in management are perfectionists. The fear that if something isn’t done by you, it won’t be done correctly can be paralyzing.
- Ego Entanglement: Playing the hero often stems from a desire for credit, glory, or the limelight. The allure of having your fingerprints on a big deal can be irresistible.
- Pressure to Produce: The unrelenting pressure to deliver results pushes leaders to prioritize short-term gains over long-term strategies. Doing is quicker than teaching, especially in the short term.
- Lack of Confidence in People: It’s tough to admit, but sometimes leaders don’t trust their teams. This may necessitate more time invested in coaching or recruiting, a daunting task with time constraints. However, coaching is going will give you the information you need to determine if you have the right people on the team.
- Status Quo Culture: In some organizations, the message is clear—sales leaders are the heroes. They must be involved in every deal, always on the move. The unspoken expectation: run around like a headless chicken, or you’re not doing your job.
The Way Forward: Winning Through Your People
Regardless of the reasons, breaking free from the Doer mindset is the key to reclaiming your life. The good news? You can start today.
The goal is not to abandon responsibility but to redefine leadership. Real leadership is about empowering your team, guiding them, and allowing them to shine. It’s a shift from being the Doer to cultivating self-reliant winners within your team.
By acknowledging the Doer trap and embracing a leadership style that fosters growth and collaboration, you pave the way for a healthier, more sustainable sales culture. Reclaiming your life starts with recognizing that you don’t have to be the hero in every chapter—you can be the mentor, the coach, and the guide. And by doing so, not only do you gain your life back, but you also empower your team to thrive.
A first step is understanding where your strengths and weaknesses are as a Leader or Manager. We have resources to help you with that and better understanding of your sales team. And we offer a free strategy session. However, you can start by asking yourself some questions:
- Are you scheduling time on your calendar and each salesperson to coach them?
- How much pre-call planning is you done with the team before a prospect meeting?
- Do you consistently de-brief the salesperson after a sales discovery call or presentation?
- How does your sales team describe your management style?
It is important to note, your objective is not to add to your stress level. The goal is to identify one or two areas you can improve upon as a Leader and press the release button on the pressure you feel.
Take the time to answer those questions, and follow me on LinkedIn for more insights. I have been working on a secret project called Sales Velocity. I will be releasing details shortly on LinkedIn.
