Does working in sales make you neurotic?

Published: Wed, 09/18/24

Updated: Thu, 09/19/24

September 18, 2024

TOGETHER WITH

Welcome back to The Quota, where every week, we plunge into the internet mines and dig for sales gold so you don’t have to. In this week’s issue, we’ll take a look at how B2B sales jobs are fostering an increased level of neuroticism among salespeople, share a Sales Fail about fantasy football, and give some advice to a rep who doesn’t want to join the team workout.

NUMBER OF THE WEEK

28% of sales professionals say lengthy sales processes are the primary reason for prospects backing out of deals

Source: HubSpot

SALES ROUNDUP

Here’s what’s happening in the sales world this week:

Tupperware Brands, the iconic direct sales company, will file for bankruptcy later this week, according to a Bloomberg News report. The news follows protracted negotiations between the legacy brand and its lenders regarding how to manage the company’s more than $700 million in debt. According to the report, Tupperware plans to enter court protection. You can read more about it here, and about Tupperware’s storied history here.
A UK car salesman lost his job after being caught doing 100mph while over the drug-drive limit and with a child in the back of the vehicle. Kent-based salesman Joshua Morriss was clocked at an average speed of 97mph by an undercover police officer as he weaved between traffic on the M2 between Sittingbourne and Faversham. You can read more about the charges here.

FEATURE

Image: Lightspring/shuttestock.com

Research shows B2B sales jobs could be fostering increased levels of neuroticism among salespeople

B2B salespeople are no strangers to the unique challenges of the profession. Long sales cycles, complex customer needs, and high-stakes negotiations are all part of the daily routine. But have we actually considered how these job characteristics might be affecting sales reps’ personalities and well-being over time? Recent research from the C.T Bauer College of Business at the University of Houston suggests that the nature of B2B sales jobs could be fostering increased levels of neuroticism among professionals in the field.

What is Neuroticism?

Neuroticism is one of the "Big Five" personality traits, defined as a predisposition towards experiencing negative emotions. It's associated with anxiety, self-doubt, and a tendency to perceive situations as threatening. While some levels of neuroticism can be beneficial in certain situations, high levels can negatively impact job performance, satisfaction, and overall mental health.

The B2B Sales-Neuroticism Connection

A series of studies involving approximately 1,700 B2B salespeople and 24,000 non-salespeople has revealed a startling pattern: B2B salespeople tend to report higher levels of neuroticism compared to those in other professions. But why is this the case?

The answer may lie in the unique characteristics of B2B sales jobs. These positions often involve dealing with complex customer needs, where clients have multifaceted requirements involving multiple decision-makers and intricate solutions. The sales cycles in B2B environments are typically long, creating extended periods of uncertainty between initial contact and closing a deal.

B2B salespeople frequently face complicated, multi-layered performance goals and engage in high-stakes discussions with savvy business clients. Add to this the fact that a significant portion of a B2B salesperson's income often depends on meeting sales targets, and you have a recipe for frequent uncertainty and stress.

According to Cybernetic Big Five Theory (CB5T), this environment of persistent uncertainty can trigger defensive responses and negative emotional states. Over time, the repeated activation of these defensive mechanisms may reinforce and increase neuroticism.

The Impact on Your Career and Well-being

Increased neuroticism isn't just a personal concern; it can have far-reaching effects on your professional life. Higher levels of neuroticism have been linked to decreased job performance, lower job satisfaction, and an increased risk of burnout. It can also negatively impact mental and behavioral health.

Managing Neuroticism in B2B Sales

While these findings might seem discouraging, they also present an opportunity for proactive management of your mental well-being. The first step is awareness — recognizing the potential impact of your job on your personality and emotional state. This self-awareness is crucial for the effective management of your mental health.

Developing strong stress management techniques is also vital. This could include practices such as mindfulness, meditation, or regular exercise. These activities can help you build resilience and better cope with the inherent stresses of your role.

In your day-to-day work, consider breaking down long-term sales goals into smaller, manageable milestones. This can help reduce uncertainty and provide more frequent positive feedback, potentially mitigating some of the factors that contribute to increased neuroticism.

Building a strong support network is another crucial strategy. Cultivate relationships with colleagues and mentors who can provide support and perspective during challenging times. Having people who understand the unique pressures of your role can be invaluable in managing stress and maintaining a positive outlook.

Lastly, don't underestimate the importance of work-life balance. Establish clear boundaries between work and personal life to prevent job-related stress from spilling over into your downtime. This separation can help you recharge and maintain better overall mental health. By taking care of your mental well-being, you're not just investing in yourself – you're ensuring that you can continue to deliver results.

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MEME OF THE WEEK

Source: Instagram -- Sales Humor

QUIZ

Which of the following companies is the largest mortgage lender in the U.S.?

A. Bank of America
B. Rocket Mortgage (formerly Quicken Loans)
C. Loan Depot
D. United Wholesale Mortgage

SALES FAILS

Each week, we bring you the most cringe-worthy sales moments from across the web. To submit your sales fail story for consideration, click here. (Don't worry, you'll remain completely anonymous).

I have a customer who I have pretty good rapport with. We've been doing business together for years. We're both big football guys and always chat about it. My fantasy league needed one more person last year, so I asked the guy if he wanted to join the league. It was a $100 buy-in league just to make it interesting — nothing too crazy.

He ended up joining. But almost right away, he began sending me really one-sided trade offers that were only good for him. I kept rejecting them. He knows football, so he knew what he was doing. Whenever we talked, he'd jokingly bring up that I wasn't accepting any of his trades. I told him I'd accept them if he made me a good offer. Well, the guy kept sending me trade offers. I kept rejecting them but I ended up feeling bad and wanted to make the guy happy (I made a lot of money off commissions from him over the years), so I eventually accepted two of his offers even though I was getting completely screwed. I basically threw my chances of winning to make this guy happy.

The guy ended up winning the league last year and my friends were all mad at me for letting him in and giving him a super team. He's in the league again this year as the defending champion, but I'm holding my ground and not giving him anything.

Anonymous Location withheld

GRAPH OF THE WEEK

Source: LinkedIn Poll -- September 2024

WORTH A PEEK

How do you spot a toxic sales workplace? A reddit user recently put together a fantastic list with ten tips to ensure you don’t find yourself in a miserable situation. Take a look at the list (and conversation) here.

ASK THE QUOTA

Want to submit a question and be featured in our advice column? Click here. (Don't worry, you'll remain completely anonymous).

Dear Quota Team

I started a new job a few months ago. The culture on the sales team is very close-knit. Everyone is super friendly and a lot of the reps hang out with each other outside of work. The VP of sales is a gym nut and has "optional" team-building workouts at the gym in our office building 3x a week at 6am. I'm not really a lifting weights person. I'm not out of shape but I just prefer running by myself or with my wife.

It definitely feels like the people who go to the workout get preferential treatment from the VP in terms of lead quality, although there’s a chance that I am just seeing things that way. I joined this company because the pay is good and I knew I could sell the product. I didn't sign up for a drastic life change that requires me to wake up at 5am to "bond" with my coworkers over weightlifting. Am I overreacting? I don't know if I should say something to the VP.

Sleeping in Location withheld

Dear Sleeping,

We don't blame you for wanting to clock in and do the job they hired you to do. If you want to keep your head down and work, you should do just that. Focus on yourself and what you can control. Saying something to the VP likely won't change anything and will just make you look like a complainer.

That being said, it sounds like the sales team has an established company culture. You shouldn't expect it to change for you. You can be a lone wolf and just do your job, or you can at least try going to the team workouts. People make bigger sacrifices and life compromises for their job all the time. It's worth at least giving it a shot, just to build better relationships with your boss and colleagues, especially if you can see yourself working there for a few years. And who knows, you might even end up liking it. Good luck!

Quiz Answer: D. United Wholesale Mortgage is the largest mortgage lender in the U.S. (you can read the source article here)

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Today's email was written by Ken Kupchik, Erica Furgiuele, Steve Rado, and Emily Hill.

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