Selling things is at the heart of business. Ultimately, if a company does not sell enough ‘units’ or does not receive enough money for each unit sold then they cannot survive. So being a Sales Manager can be tough.

Sales Manager Stress

Take the car industry as an example. The job of the car salesperson, and their manager looking down upon the showroom from their plate-glass office, is the perfect embodiment of stress in the workplace. In this case, your sales commission is on the line during every conversation. Yet so much is beyond your control, and stress is often just below the surface. This month it could be that supply lines and or shortages mean that customers simply walk out when you tell them they can’t have their shiny new hybrid for eight months ... sales are near impossible in that scenario.

Industry woes provide a horrible level of extra stress for all involved. A recent US report believed that , ‘Wall Street and industry analysts remain on high alert for signs of a “demand destruction” scenario ... this year as interest rates rise and consumers grapple with vehicle-affordability issues and fears of a recession.’ The soberest of news journals, The Economist, meanwhile, has long been worrying about structural, technological and macro-economic headwinds.

It’s not just commercial sales - even public sector or service industry managers are often under phenomenal stress because of targets: what difference is there really between car sales and the target waiting times at an Accident and Emergency department? Or the visa department under huge public pressure to deal with their caseloads?

Supporting Your Sales Manager

The key is to help build a successful sales team; keep them motivated and onside; give them broader perspectives beyond the here-and-now and ultimately foster long-term wellbeing and sales success.

Focus on the positives. As a manager you have control: you can liaise between senior leaders and the wider teams. Be pro-active, positive, and take control of what you can control, for example future performance, or improving communications, or working more closely with marketing staff ... it is not all doom and gloom. You can help those around you, and there are always opportunities to make things better.

Be open and transparent about your own stress. Recent research has shown that low-level or even moderate stress is actually good for humans. If it gets too much, however, it can be extremely destructive. If stress begins to hinder good performance, discuss it with those around you and your boss.

Be vigilant, diligent and empathetic. Yes, sales can be stressful much of the time. But there is always opportunity to stand back, to watch those around you, to look out for signs of anxiety in those for whom you are responsible. Act early for maximum effect, and just try to be open, approachable and caring. Everyone wants to succeed: support them as best you can to do just that.

Team building. Persuade the company to prioritise team wellbeing. Without question it is in everyone’s interests to be pulling in the same direction. Commission-paid sales is intrinsically competitive and potentially destructive of teams. Be eagle-eyed for signs of this.

Sales management can be such a rewarding career. Hitting targets is fulfilling but supporting a team to make sales to contended customers is just as rewarding. Don’t let stress get in the way. Life, as they say, is too short for that.