Sales Leaders guide to managing sales reps with mental health issues

Sales Leaders (this includes Business Owners, Founders, Sales Managers) are all responsible for our own mental well-being and of those we care about and engage with on a daily basis.

Sales Leaders witness the resilience in their sales reps every day. It takes a special person to choose sales. To be open to being rejected every day. We have a duty of care to those very reps.

Are you OK? Are your reps OK?  
You must regularly ask them, and observe their behaviour, and get involved in a positive outcome for them. It will benefit them, their family, you, your team, your customers and your business. And there is no downside.

How do you know if one of your reps might be having mental well-being issues?

Here’s my checklist of some common signs to look out for:

1. Decline in Performance:
• Missed sales targets, especially when it is unexpected (forecasts are missed).
• Decreased productivity and efficiency.
• Poor attention to detail and an increase in mistakes.
2. Changes in Behaviour:
• Withdrawal from team activities or social interactions.
• Increased irritability, frustration, or anger.
• Lack of enthusiasm or motivation for work-related tasks.
• Changes in communication patterns, such as becoming unusually quiet or overly aggressive.
3. Physical Symptoms:
• Frequent complaints of headaches, fatigue, or other physical ailments.
• Noticeable changes in weight or appearance.
• Increased absenteeism or frequent sick days.
4. Emotional Signs:
• Exhibiting signs of anxiety, such as restlessness, nervousness, or excessive worry.
• Showing signs of depression, like persistent sadness, hopelessness, or lack of interest in activities they previously enjoyed.
• Extreme mood swings or emotional outbursts.
5. Cognitive Changes:
• Difficulty concentrating, remembering details, or making decisions.
• Seeming confused or disoriented during conversations or meetings.
• Missing meetings without notification.
6. Work Habits:
• Procrastination or avoidance of tasks.
• Decline in the quality of work submitted.
• Uncharacteristic disorganization or forgetfulness.
7. Interpersonal Issues:
• Conflicts with colleagues, clients, or management.
• Displaying a lack of empathy or consideration for others.
8. Substance Use:
• Increased use of alcohol, drugs, or other substances as a coping mechanism.

If these signs are observed, it's important to approach the situation with sensitivity and support. Here are some steps that can be taken:

• Open Communication: Have a private, non-judgmental conversation to express concern and offer support.
• Provide Resources: Offer information about available mental health resources, such as Employee Assistance Programs (EAPs) or counselling services.
• Involve Others: Involve other staff members as appropriate, such as members of the human resources team.
• Encourage Professional Help: Suggest speaking with a mental health professional if appropriate.
• Create a Supportive Environment: Foster a workplace culture that prioritizes mental well-being and provides accommodations as needed.
• Monitor and Follow-Up: Continue to check in and provide ongoing support and encouragement.

You may not be a mental health expert but you are in the best position to notice if your sales reps are having difficulties and the help guide them to a better future.