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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.

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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