Let’s get real for a second: We all have experienced burnout at some point. Whether in our professional or personal life or a combination of the two, this physical, emotional, and mental exhaustion is often caused by built-up, prolonged stress. The result is frequently a decrease in productivity, efficiency, and passion. This condition is especially prominent in sales professions; whether working with small services, retail transactions, or new construction homes, sales burnout can significantly affect individuals and entire organizations.
A Gartner Sales Survey found that nearly 90% of sales professionals experience burnout, no longer having the drive or motivation to show up to work and perform at their best. While not classified as a mental health disorder, burnout is a complex condition that will silently erode your well-being if not adequately addressed.
Burnout is a gradual process that can be mitigated if you understand the resources available. By knowing the causes, symptoms, and remedies, you can explore ways to combat and overcome the widespread issue of sales burnout, addressing the issue head-on.
Understanding Burnout in Sales - Causes and Signs
Identifying the causes and symptoms of burnout is the first step toward preventing a domino effect of exhaustion.
What Causes Burnout?
Though the causes of burnout may vary with each individual, the following are some common factors typically associated with the start of burnout in a professional setting.
- Extreme workload. When given excessive work with an unrealistic timeline, individuals often become overwhelmed by the feeling that they don’t have enough time to complete their tasks. Combine that with the frustration of not producing the high-quality work they usually would, and you’ve got the tell-tale conditions for workplace burnout.
- Unclear expectations. When unsure of the work expectations, individuals can question their roles and overall efforts, leading to discouragement.
- Poor work-life balance. More frequently than we’d like to admit, our professional responsibilities affect our personal lives. Without a healthy balance of work, family, friends, and hobbies, you can become too consumed with your professional occupations.
- Office conflict. Discord with coworkers or a boss can be mentally draining. Consistent conflict can cause prolonged stress and toxic environments, leading to reduced job satisfaction and emotional exhaustion.
What Are the Signs of Burnout?
Often triggered by ongoing career dissatisfaction, symptoms of burnout develop over time. However, burnout is preventable if you understand how to read the signs before it becomes a significant issue. Take caution if you or someone you know is experiencing any of these signs:
- Fatigue: A consistent lack of energy or continued mental/physical tiredness.
- Insomnia: A sleep disorder that makes falling and staying asleep difficult.
- Behavioral changes: A change in character (i.e., a usually optimistic person may become angry, annoyed, or stressed).
- Forgetfulness: Foggy mind, difficulty concentrating, and loss of memory.
- Apathy: Lack of interest in work or activities that were once enjoyable.
- Cynicism: A general negativity towards people and situations, often due to mental detachment from work.
The signs of burnout vary significantly and are not always easy to spot. If you suspect burnout, regularly look for abnormal behavioral changes or shifts in the dynamics of a work environment.
Agent Burnout in Real Estate
Sales burnout can be especially pervasive in real estate and new home sales, mainly due to the evolving nature of the job and the high demand placed on agents. Some common factors that are associated with sales burnout include:
- Rejection. Rejection plays a significant role in real estate and ultimately helps filter out unsuitable buyers. Over time, however, this can lead to feelings of inadequacy and self-doubt.
- Intense competition. Although the industry often thrives on competition, it is also a significant factor in burnout. A constant state of overcompetitiveness can add layers of pressure and stress.
- Market fluctuations. When consumer demand, interest rates, and economic conditions are uncertain, market fluctuations can cause stress and cynicism toward the profession.
- Financial instability. Most sales agents work solely on a commission-based structure, and their income is tied to performance. Various factors can slow sales and lead to fewer deals, affecting personal finances and creating uncertainty about the future.
How to Combat Sales Burnout in New Home Sales
If you recognize the signs of burnout in yourself, take a moment to understand that these feelings are completely valid. Acknowledging symptoms of burnout shows that you care about your personal well-being. The following small steps will help lead you to improved personal wellness:
- Remember that rejection is an opportunity, not a failure. This is easier said than done, but shifting your mindset to a place of growth will help you to understand the opportunities that bloom from a “no.”
It’s okay to rest! Aim for 7–9 hours of sleep each night. Prioritizing sleep and taking breaks throughout the day can help ease the mind.
Get active and eat right. Exercising and fueling your body with nutritious foods will help you feel better physically and mentally. Since mental and physical health are directly related, start taking small steps to feed your body with the nutrition it needs.
Set boundaries between your work and personal life. This one may be tougher in real estate due to the work hours and unpredictability. However, when you’re not working, set clear boundaries between work and personal matters to maintain a healthy work-life balance, helping you alleviate any leftover stress from the day.
Self-care is key. Whether that’s sleeping more, exercising, spa treatments, shopping, you name it! Whatever your definition of self-care is, incorporate it into your free time.
Take control of your thoughts. Don’t be your own worst critic. Work towards a flexible mindset that values positive growth, quiet minds, and finding joy in the little things.
A Company’s Role in Combating Sales Burnout
Helping your teammates and colleagues is just as important as helping yourself when it comes to recognizing and alleviating the symptoms of burnout. Employee burnout can affect a business's overall productivity and profitability if not attended to. Once you learn how to identify burnout within your team, you can create comprehensive plans to guide them toward professional and personal success. If your coworkers or employees are expressing signs of burnout, here are several ways to tackle it:
- Promote work-life balance. Encourage your employees to set boundaries between their personal and professional hours.
- Open communication. Support your team by ensuring a safe, open environment for communication and self-expression. This will help employees feel empowered and valued.
- Recognize success. Feeling unappreciated or unrecognized is often a factor in burnout. Celebrate your employees and recognize their efforts of growth and accomplishment.
- Prioritize wellness. Whether you have a wellness program, a dedicated wellness coordinator, or general well-being SOPs for the office. Displaying the resources available to your employees is essential. Company-wide wellness initiatives can include healthy daily habits newsletters, fitness challenges, recipe ideas, or stress management webinars.
No company is immune to sales burnout, but prioritizing your employees' well-being can help improve individual, team, and business performance.
Reclaiming Your Mental Health: A Fresh Start in Sales
Sales burnout is a serious condition that affects individuals' mental and physical state. However, it can be relieved and avoided if you know what signs to look for.
At New Home Star, we have a dedicated and professional Wellness Specialist who works to inform employees about the resources available and create a culture of safe spaces and healthy mindsets. As we prioritize the well-being of our Sales Rockstars, we’re always looking to expand our team. If you’re looking for career fulfillment in our industry-leading workplace, check out our open roles nationwide. 🚀
