Sales requires 100% focus on the goal.
Sales team’s focus has been shifting to distractions. Sales is much a different job accounting, than marketing, and customer service or engineering. Sales requires 100% focus on the goal and nothing else to be truly spectacular at it. All the flavors of the week lightning rod topics around the office are distractions and focus sales reps on the very things they cannot actually control.
Their own behaviour.
Don’t get me wrong, mental health is important, but there is no reputable study that shows mental health is disproportionality attacked on a sales team more than any other demanding role. In fact, sales has more upside than any other field. Most jobs, the harder you work, the more you accomplish, you typically aren’t proportionally and directly rewarded. And certainly not in a direct and transparent manner. All social psychology reinforcers why sales is properly set up. Diversity and inclusion. I think engineering has a much bigger problem and they have and need more mandates to correct, so why is sales under attack? We are creating problems where there really aren’t problems. Things could always be better, but when we act like something is treacherous, when it isn’t, we seek to solve something that isn’t reality. Thus we end up in a fight with the invisible man, which requires more and more resources, time, energy and effort.
Let’s focus on actually creating a positive and growth minded culture and environment. As a result, people will rise to the occasion or not, but that can be delt with on an individual basis.
We’ve stopped focusing on what’s needed, and we’ve created entitlement which is hurting the growth of our teams and quota achievement. Intensity is needed, it’s not toxic. You can’t ever enter a competition without limbering up, without getting your blood flowing, pumping up your adrenaline. That’s how teams function at a high level. We’ve sterilized sales by having everyone act like they work at a museum and focus on things that don’t help, rather we’ve conflated issues and told them it will hurt them.