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Got Stress?

If your sales reps are under pressure and burning out, try these tips to get them back on track.

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This story appears in the June 2004 issue of Entrepreneur. Subscribe »

Stress serves its purpose in our lives. Say you're on safari in Africa, and a lion makes its way into your campsite. Making a beeline for your Land Rover certainly makes good sense, and the stress of such a situation allows humans to sort through fight-or-flight options. But in the workplace, stress can create reps who are fretful balls of nerves. Employee stress matters to managers because daily anxiety wears down a salesperson's ability to perform at the top of his or her game and can lead to costly mistakes.

Jordan Friedman is a health-education trainer and author of The Stress Manager's Manual. Friedman explains that stress can dull the three essential tools for selling: energy, focus and effective communication. "It's the sales executive's responsibility to create an environment in which players can work together in harmony to reach goals," he says.

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