The countless stress factors field salespeople are faced with in their daily life - they come across traffic, visit difficult customers and are often separated from their families for days at a time. In addition to that there is stress between the sales person and the sales manager, as a result a reduction in performance is almost unavoidable.
In a recent study of field salespeople, scientists have identified possible stress factors and researched their significance for workers. The stress factors were divided into two categories - stress factors which result from the structures and conditions in businesses and stress factors which are determined by situations in daily work.
The most important organization determined stress factors are:
Too intensive regulation and formalization of procedures. They hinder the field salesperson in striking out on unconventional but successful paths, which must necessarily lead to conflicts with the sales manager.
A lack of flexibility in the company. There are many companies in which everything is officially regulated and formalized. The question is how the superiors implement these rules. The sales person feels better the more flexible management are in their interpretation.
What salespeople value. Regardless of all the rumors (between managers), intangible incentives like freedom to act, communication and management style are more imperative to the majority of employees than material aspects of the job. Among the most important management tools is agreement of goals, without which a culture of management as employees want it, is not possible.
Intangible motivations
Attractiveness of the motivation (1 being low and 4 being high) Management style 4
Freedom to act 4
Communication 4
Working conditions 3
Work place security 3
Contents of tasks 3
Career opportunities 4
Recognition / status 2
Position 1
Tangible motivations
Attractiveness of the motivation (1 being low and 4 being high)
Pension provision 4
Company car 3
Continued salary payments during illness 3
Employee participation 3
Performance premiums 3
Fixed income 2
Accident insurance 2
Holiday 2
Other ancillary services 3
The reward system. The more the sales manager becomes involved in deciding the salary of their sales people, the more critically they are watched in the way they do this. Stress or friction could be caused if the salesperson feels unfairly treated.
The autonomy of the field salesperson. The more freely they can organize their time and work the less stress they experience in their dealings with the sales manager. Empowerment levels given to sales people is not an easy matter however, it is covered on management courses.
The existence of friendship and good working relations within the sales organization. When field sales people are dealt with in a compassionate manner their treatment of each other is better they mutually support each other, they also feel less stress with their boss.
The professionalism of the field sales team. The boss is needed less and less the more feedback and mutual stimulation the sales people supply. A really professional troop motivates and guides itself largely on its own.
Now to the stress factors determined by situation:
Too many meetings Lack of personnel in the field sales organization Conflicts with other departments in the business Too short deadlines for reports Technical problems with presentation aids or means of communication
Those questioned assessed the significance of the stress factors by means of a seven point scale from 1 = of no significance whatsoever, to 7 = very great significance:
Stress factor Average value over all those questioned
Friendship and good relations with colleagues 4.7
Lack of autonomy 4.6
Too short deadlines 4.3
Unfair reward system 4.3
Lack of professionalism 4.2
Lack of personnel 3.9
Too much regulation and formalization 3.7
Lack of efficiency 3.6
Conflicts with other departments 3.5
Too little flexibility 3.5
Too many meetings 3.3
Technical problems 2.5
It is primarily the stress factors determined by the organization which play a role in sales. Deadlines for giving in reports, which are set too short, carry the most weight of the stress factors determined by situations.
Almost all stress factors determined by the organization, with the exception of "lack of friendship and good relations with colleagues", can be influenced and ordered by the sales manager on behalf of their employees.
A key subject on all good management courses and a vital factor to ongoing high performance is managing the stress levels and the motivation of a sales force.
