Banish SaaS Burnout, Building SaaS Culture is not a gimmick or a trend. Sales burnout is well documented and we would argue many times it is a result of old ways of measuring the success of sales teams and processes. In order to have a more resilient SaaS Sales Team the motivation to achieve goals needs to be intrinsic, the goals need to be process-driven, and teamwork should be what helps people from not burning out. This sounds like a pollyanna view of what was the year 2020, but we can help transform your team and your organization by changing your metrics, finding problems in the process, and building more resilient teams motivated by the selling and connecting with new audiences and the product.
Spot the Signs of Sales Burnout and Bad Culture
Think you might have SaaS Sales Burnout? Here are some signs
- Change feels too overwhelming, whether it is process or procedures to software
- Lack of interest in meeting goals
- Don’t care what goals are
- Can’t handle sales calls
- Don’t listen during discoveries
- Find yourself repeating the same benefits and value regardless of product
Did all of these resonate? It is ok and you are definitely not alone. There are many contributing factors that lead to burnout and they are not all related to the year 2020.
Is your management supportive of methods or metrics? Do you have professional development that is engaging and speaks to personal development as well? Is work life balance even a concept at your workplace? If not, you may be dealing with an unsupportive environment. We just published a piece on SaaS Sales Management, Customer First vs Management First, you should read it, if this applies to you. Management does not exist in a vacuum. Sales does not exist in a vacuum. Burnout is a company wide issue and affects all levels.
Heavy Tech Stack
If you found yourself burdened with lots of new tools for managing a hybrid work environment without proper guidance and a process, that is a lot of learning without a clear roadmap and motivation. This can easily contribute to burnout. Where there is new tech, there needs to be new systems. Again, this speaks to culture and management providing a safety net for sales professionals to be able to perform in new conditions with new tools. So, how can everyone adapt and perform better in new conditions?
SaaS Culture Building Blocks
To build or rebuild a sales organization to prevent against burn out here are some of our top tips, and top tips from experts in the industry.
Organize your day into 25 minute slots with 5 minute breaks, every 4 times, take a 15-20 minute break. This is the Pomodoro Technique. This technique is especially helpful if you work at home and find that the lines become blurred, you can go outside and listen to music, or however you find that you detach from the work at hand in a healthy way.
Do you have full days of Zooms without breaks? Do you leave all your admin for Mondays or Fridays? Try to break up activities that require you to be ON in blocks with personal time in between. Do this in advance. You may feel that if you just get one more thing done or another that you will truly be able to relax, but the work quality may suffer. If you are reading this and you are management, consider encouraging flexibility to keep your sales team nimble.
Peer Support Network
Any of these tips are useless if there is no support from management and if the rest of the team is not onboard and communicating. Your peer support network can be colleagues, mentors, and management. Prior to 2020, company retreats were great places to frame change and get people talking about some of the more difficult elements of the job. Without coffee talk or water-cooler chatter, this outlet might not be available so new forms of communication are necessary and should be encouraged, so you do not find a high rate of churn as the world of in-person sales comes back.
2020 was HARD. Moving to a hybrid work force, changing demo and presentation scripts, finding your once solid sales tactics that hold no weight, and the context of many elements of a sale do not seem, well, important. The massive reprioritization of life as we know it has not happened in a vacuum and remote sales forces took a hit, largely in the form of burnout. Why am I pitching this, is this really making life easier? Who cares? We hear you. But moving forward how can we use the narrative of the past year creatively in our sales and marketing messaging?
Through building a culture that supports personal development and growth, supports team activities, uses metrics that measure success as a group effort, and reframing your messaging in ways that resonate with your audience is a start to motivate your organization. This is where Demo Solutions can really help. We are experts are connecting with audiences, reforming teams, and reframing messaging and metrics that matter. Let’s work together.