A real health issue in the sales profession.
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I used to find that some salespeople would inexplicably go into a “blue funk” for an indefinite period and then snap out of it and be fine. During this period their sales would suffer and they seemed unhappy with their job and even their personal life. I looked for a long time to identify the cause of this “blue funk” and eventually figured it out.
Depression. Yes, the common cold of mental illness that afflicts 10% of the U.S. population each year. Once I learned more about depression I could see possible signs of it in some of the salespeople that I managed.
Most importantly, this knowledge helped me to get help for some of them in order to get them back on their feet. Job stress is one of the most common triggers of depression. Sales can be a very stressful job. Sadly, 80% of those that are depressed don’t seek help even though it’s commonly just a chemical imbalance that can be successfully treated with short term medication and counseling.
I know this is something we don’t like to talk about but I’ve seen it as a real issue in countless sales organizations. An issue, by the way, that can effectively be dealt with and once resolved can get the salesperson firing on all cylinders again. Win-win.
Sales management frequently misses this not-so-uncommon cause for sales performance issues. What are some of the common signs?
1. Loss of joy in one’s life and career
2. Weight gain or loss accompanied with a lowered level of energy
3. Trouble concentrating and lowered self esteem
4. Trouble sleeping or sleeping too much
5. Irritability
As you can see, all of these common symptoms are going to hinder someone’s sales abilities.
A smart, experienced and knowledgeable sales manager knows to consider all possibilities when it comes to performance issues with a salesperson, including depression. If we feel one of our employees might be struggling with depression, then we need to get them help. Obviously we would want to confidentially work through our HR organization before approaching the salesperson.
If you feel you are personally struggling with depression, then get help for yourself.
We don’t have to live with this problem; it’s not permanent. Those wrestling with depression are not alone. We don’t need to let this get in the way of our, or anyone else’s, sales career.
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Tags: manager, personality
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May 10th, 2008 at 7:58 am
Scotty, kudos to you for bringing up this issue in public forum. There is a stigma associated with admitting to dealing with depression and in the sometimes dog-eat-dog environment of sales the last thing someone wants to do is to admit to what others may perceive as weakness.
One to keep in mind are that nobody would fault a diabetic for taking insulin; in many cases the situation is no different for someone dealing with depression. The body needs a chemical and it’s not getting enough of it. Do something about it. I did and it resulted in a massive and positive life change.
Another thing to keep in mind is that some of the most legendary men in history have dealt with recurrent depression. The best example is Winston Churchill, whose leadership during the Second World War saved England (and quite possibly the world) from being overrun by Hitler’s hordes. Yet he struggled so profoundly with depression that he nicknamed the malady the “Black Dog.”
Depression can only keep you from greatness if you choose pretend it isn’t there.