The Changing Workplace

.by Dr. Peter Bosch

Selling in the “computer age” is very competitive. Often you get pushed to your physical and mental edges. Customers are better informed and more demanding than ever before, and they look for responsible, win-win-oriented salespeople. Many salespeople have not adapted to this new trend in selling, and they cannot deal with living in a constantly changing workplace.

Deficit of Personal Energy

Profound changes are shaking up the lives of many salespeople. These changes are altering the way they will sell tomorrow and in the future. Some of the most dramatic changes are:

• New environmental regulations and pressures.
• Increased governmental interference.
• Fast-growing global competition.
• Accelerated access to business information.
• Shorter life-spans of products and services.
• The restructuring and downsizing of businesses.
• Intensified diversification in the workplace.
• Shifts in the sociocultural structure.
• Decaying principles and values at work and in the home.

Some people take control of change and make it work to their advantage. Other people spend a significant amount of their energy adapting to change, which leaves them with a deficit of personal energy for their daily lives. This deficit of energy demotes salespeople into a reactive behavior rather than taking a pro-active approach. They often end up as workaholics, out of balance, and with a tendency to burn out very fast.

• Do you sometimes feel that you are out of control?
• Do you ever feel like a slave of your own work?

Professional Life

You can be the master. You can get control — by making the principles of successful organizing work for you. Some people have a natural talent for arranging activities in an effective way. They somehow sense what ought to be done first.

Private Life

The unorganized salesperson does not detect the relative importance and interdependence of the five components of organizing:

• Manpower
• Methods
• Material
• Machines
• Money

Becoming organized is a process of constant refinement. You have to change your mind-set and you have to develop a delicate balance between effective organizing and perfectionism. Succeeding means balancing your professional and private lives.

Your professional life is in perfect balance if:

• you are happy with what you are doing;
• your job strengthens your feeling of self-worth;
• you work with a purpose in mind;
• you perceive your work as stimulating;
• you experience your job as challenging;
• your work contributes to increasing your market value;
• you believe your work serves many people;
• your relationships grow with colleagues, managers, and customers.

Your private life is in perfect balance if:

• you have clearly defined goals for your life;
• you have healthy relationships with your family and friends;
• your financial status matches your lifestyle;
• your value system is synchronized with your activities;
• you are healthy and vital to take on life;
• you can utilize and advance your talents;
• you have enough time to recharge your life- batteries.

Stress is rising in America. According to several public studies, there has been a steady rise over the last ten years. More than 60% of all Americans suffer under a great deal of stress. Especially salespeople report high stress levels. They feel that sales organizations need fundamental changes in their direction and structure. Only 35% of the salespeople are satisfied with their organizations. The majority of salespeople say they would prefer to work under less pressure. They would like to put the emphasis on better service to enhance the relationships with customers.

But constant pressure from the management and competition make it almost impossible to maintain a balanced life. Management is not in tune with the needs and concerns of salespeople. The level of job satisfaction in the sales field is lower than ever before, and new trends like downsizing and reengineering organizations enhance the problem.

• How can you reduce stress and avoid job burnout?
• How can you transform work pressure into positive energy?
• How can you get your balance back in your life and go on with your personal and professional growth?