Connect with us

Business and Finance

Working in sales makes people nervous, but employers can protect their employees’ health – just look at the construction industry

Published

on

Neuroticism is certainly one of the Big Five personality traits, characterised by a bent to experience negative emotions comparable to anxiety, fear, and frustration. People with high levels of neuroticism are sometimes more sensitive to emphasize and more prone to react negatively to challenges.

This trait can have a big impact on job performance, mental health and overall life satisfaction, and can also exacerbate mental disordersin this comorbidity – co-occurrence of multiple disorders.

The negative effects of neuroticism are frequently transferred to healthcare systems, where the overall economic burden of neuroticism has long been exceeded the costs associated in the treatment of common mental disorders.



For sales professionals, the inherent uncertainties of the job—comparable to long sales cycles, complex negotiations, and reliance on commissions—can feed neurotic tendencies. This is particularly true for business-to-business (B2B) salespeople, whose work could be very different from the retail salespeople all of us take care of.

A retailer, for instance, could sell you a automotive—a process that may take just a few hours at most, with minimal repercussions if the deal fell through. A B2B seller, on the other hand, can be accountable for selling a fleet of vehicles to a big company or supplying wholesale parts to a automotive manufacturer.

These deals can take a protracted time to shut and involve large transactions, complex products, multiple stakeholders, and unpredictable outcomes. All of this significantly increases uncertainty.

Working in B2B Sales and Neuroticism

Our comprehensive studywhich surveyed some 1,700 B2B salespeople and 24,000 non-sales professionals, found a transparent link between B2B sales roles and increased neuroticism. Research shows that the constant uncertainty of B2B sales jobs triggers defensive emotional responses that, when ceaselessly activated, can reinforce and increase neuroticism over time.

This trend is driven by certain characteristics of B2B sales work:

  • Complex customer needs: B2B sellers often take care of customers who’ve multi-faceted requirements that require customized solutions. This can result in lengthy decision-making processes and unsure outcomes.

  • Long sales cycles: B2B sales cycles can last months, and success will depend on many variables, including the decisions of assorted stakeholders inside the client organization.

  • Negotiation toughness: B2B sales often involve tough negotiations with clients who’ve experience securing the best deals. This can create a high-pressure environment in which the seller’s success is continually at risk.

  • Variable pay: Many sales roles are heavily commission-based, meaning financial stability is directly tied to performance. This uncertainty can increase stress and anxiety, especially in periods of low sales.

Mental Health and Safety: Lessons from Construction Work

The harmful effects of chronic uncertainty in a salesman’s job – namely personality changes that can result in mental disorders – needs to be treated in much the same way as every other workplace hazard.

Just as the construction industry is taking steps to protect employees from physical harm, corporate organizations should consider protecting their employees from psychological harm, especially in high-pressure roles comparable to B2B sales.

While construction employees wear hard hats and safety gear, sales professionals need mental and emotional protections to scale back the risks related to their jobs.



The first step for each individuals and businesses is to acknowledge the risks related to B2B sales roles. For employers, this implies recognising that these roles can have a big impact on mental health – just as some jobs can carry physical risks – and supporting this by offering support to employees. For employees, it means accessing the facts and using them to make informed profession decisions, and taking their own mental health under consideration when accepting a brand new job.

Sales organizations can take proactive steps to support their employees’ mental health. This could include offering mindfulness programs, gym memberships, or access to mental health counseling, and ensuring employees have time to make use of these services. Providing paid time without work can also allow employees to take time without work once they need a mental health break, promoting a healthier work-life balance and helping to stop the rise of neuroticism.

Managers can also play a key role by redesigning sales roles to scale back the aspects that contribute to uncertainty and neuroticism. This could include simplifying sales goals, offering clearer feedback, or providing more stable compensation plans so salespeople are less depending on commissions.



Regular mental health checks also needs to be required. Just as safety checks are routine (and infrequently required by law) in physically demanding jobs, psychological assessments needs to be standard practice in sales organizations. By repeatedly assessing employees’ levels of neuroticism and other personality traits, firms can determine when intervention is required.

Finally, offering training programs that equip salespeople with the skills to handle long sales cycles and difficult negotiations can function each a developmental tool and a preventative measure against neuroticism. These programs not only improve job performance but also provide employees with strategies to take care of stressors that contribute to psychological harm.

This article was originally published on : theconversation.com
Continue Reading
Advertisement
Click to comment

Leave a Reply

Your email address will not be published. Required fields are marked *

Business and Finance

First black lottery operator

Published

on

By

Emmanuel Bailey


In a city that pulls thousands and thousands of individuals all over the world, Emmanuel Bailey’s success story began in Washington. He began from humble beginnings, growing up with a single mother and moving from rental to rental throughout town and the Washington, D.C., metropolitan area for many of his childhood. At the peak of the drug epidemic, he saw his hometown affected by crime and poverty, and when he returned from college, his town was considered the murder capital of the country. Yet despite these adversities, he all the time worked hard and looked to a brighter future – a super his mother instilled in him since he was a small child.

As Bailey began his journey to a brighter future, he realized that to achieve success, he needed to pursue a university education. Through these pursuits, he became the primary member of his family to attend and graduate from college. He enrolled at Eastern Kentucky University, earning a bachelor’s degree in business administration. While at EKU, he set out to realize the high level of success his mother expected of him in all areas. After graduating from EKU, he obtained an Executive MBA from the Business School. Robert H. Smith on the University of Maryland.

Emmanuel achieved early success within the financial sector. Over the following 25 years, he rose through the ranks, starting as a branch manager at Citizens Bank of Maryland and ending with vice chairman of Fannie Mae. These roles provided him with invaluable experience as a seasoned entrepreneur and leader. After all the pieces he had achieved at Fannie Mae, it was time to strike out on his own.

Seeing the potential within the lottery industry, Emmanuel founded an operations and management services company to run lotteries more efficiently and effectively. Key service providers (VSC) has management experience in all facets of the state lottery contract, including providing direct supervision and management of lottery agents, retail systems, implementation and maintenance of gaming equipment, and oversight of the performance of the central gaming system. He worked in various positions in state lotteries across the country to achieve real institutional knowledge of the ins and outs of the brand new industry he was entering. Combining his latest knowledge with business sense, he decided to win contracts with the most important names within the industry.

The lottery industry is amazingly competitive, and contracts are sometimes awarded to large national firms. However, as Emmanuel grew his business, hiring experienced staff and expanding VSC’s capabilities, he began to make a reputation for himself as a trusted and talented operator within the industry. He soon partnered with titans in the sector and eventually became the one black business owner to operate a state lottery in your entire United States, in his home “state” of Washington.

But his success didn’t end there.

Bailey continued to hone his expertise, turning VSC right into a multi-million dollar company with over 100 employees. He was honored with the 2020 North American Association of State and Provincial Lotteries (NASPL) Powers Award, which he won based on nominations from the DC Lottery itself. In its nomination, the District of Columbia said Emmanuel “is far from a stereotypical executive… and will ensure that the DC Lottery continues to operate every day and that our company remains profitable into the long-term future.” It continues to grow its business by opening a VSC office in Maryland and searching to expand its geographic reach.

Despite all his success, Emmanuel never forgot his family and his connection to his community. He stays deeply committed to giving back to DC communities. He has donated a whole lot of 1000’s of dollars to varied local DC-based organizations supporting programs comparable to school athletic and humanities departments, educational support and health care. He also served and continues to serve on the boards of many local organizations.

Now Emmanuel looks to the longer term. Always striving to enhance his business, Emmanuel works to enhance operations and improve the efficiency of the DC Lottery, while also giving back to the community and creating more opportunities for young children growing up in circumstances like his own. While his feet are firmly planted within the DMV, his ambitious and entrepreneurial spirit has his eyes on expansion into additional states. He says his best achievement, above all his other achievements, is that he helped his mother retire.


This article was originally published on : www.blackenterprise.com
Continue Reading

Business and Finance

David Shands and Donni Wiggins host the “My First Million” conference at ATL

Published

on

By


December is the birth month of David Shands and Donnie Wiggins, friends and business partners. Most people have fun by throwing a celebration. Others imagine it must be catered for. The chosen ones spend the day relaxing in peace and quiet.

Then there’s Shands and Wiggins.

The two decided that the best birthday gift can be to offer individuals with resources for generational wealth through a conference called “My first million”in Atlanta.

It’s a compromise between how their families and family members need to honor them and their desire to proceed to serve others. Shands acknowledges that almost all people won’t understand, and he unapologetically doesn’t expect them to.

“It’s not up to us to convince anyone why we do what we do,” admits Shands.

“I think everyone does what they do for different reasons, and I would just attribute it to a sense of accomplishment that I can’t explain to anyone else.”

He doesn’t need to clarify this to Wiggins because she understands his feelings. Wiggins has had a passion for serving others for so long as she will be able to remember.

“When I was in middle school, there were child sponsorship ads on TV featuring children from third world countries. I was earning money at the time and I asked my mother to send money,” she says BLACK ENTERPRISES.

She recalls how sad she felt for youngsters living in a world with so many opportunities, but at the same time going hungry. Her mother allowed her to send money, and in return she received letters informing her of their progress.

“It was very real to me,” Wiggins says, now admitting she’s undecided the letters were authentic. “I received a letter from the child I sponsored, a photograph and some updates throughout the 12 months. It was such a sense of being overwhelmed and it was something I felt so good about. I didn’t even tell my friends I used to be doing it.”

She carried this sense throughout her life, even when she lost every little thing, including her house, cars, and money. She still found ways to serve and give back, which is the basis of her friendship with Shands.

They each love seeing people at the peak of their potential, and that is what “My First Million” is all about. There can be no higher birthday gift for them than helping others create generational wealth.

What to expect during the “My First Million” conference.

They each built successful seven-figure empires, then train others, write books about it, and launch an acclaimed podcast Social proof.

Now they’re imparting that knowledge through the My First Million conference, an event for aspiring and existing entrepreneurs. Shands and Wiggins need to prove that being profitable is feasible and encourage people to bet on themselves.

“David and I, on paper, are not two people who should have made millions of dollars. Number one, we want (people) to see it,” Wiggins says. “Then we want them to actually get out of that room with practical and actionable steps.”

Both are clear: this just isn’t a motivational conference. This is a conference where people, irrespective of where they’re of their journey, will come away with clarity about their business and what they must be doing as CEOs. Shands and Wiggins want individuals who do not have a transparent marketing strategy or are considering starting a business to also attend the meeting.

“A few areas we will cover are inspiration, information, plan and partnership,” adds Shands. “We will give you 1-2-3 steps because some people get depressed and uninspired. Even if they know what to do, they won’t leave, go home and do it. So we have to really put something into their heads and hearts that they come away with.”

Sign up and enroll for My First Million Here. The conference will happen on December 13 this 12 months. but Shands and Wiggins say it definitely won’t be the last for those who miss it.


This article was originally published on : www.blackenterprise.com
Continue Reading

Business and Finance

Operation HOPE on the occasion of the 10th annual world forum

Published

on

By


Operation HOPE Inc. takes over Atlanta for the biggest game in the country dedicated to financial literacy and economic empowerment, Saporta reports.

The HOPE Global Forums (HGF) Annual Meeting 2024 strengthens the crucial link between financial education, innovation and community upliftment in hopes of finding solutions to the problems that stifle challenges around the world.

Organized by Operation HOPE founder John Hope Bryant, together with co-chairs Atlanta Mayor Andre Dickens and U.S. Ambassador Andrew Young, the forums, to be held December Sep 11 at the Signia Hotel, will have fun its 10th anniversary with three days of engagement discussions, observations and forward-looking presentations.

Under the theme “The Future,” Hope Bryant says attendees are looking forward to a “powerful moment in history.”

“Over the past decade, we’ve brought together great minds with daring ideas, servant leaders with voices for change, and other people committed to a brand new vision of the world as we realize it. “‘The Future’ is a clear call to action for leaders to help ensure prosperity in every corner of society,” he said.

The extensive program includes influential and well-known speakers who address business, philanthropy, government and civil society. Confirmed speakers include White House correspondent Francesca Chambers, media specialist Van Jones and BET Media Group president and CEO Scott M. Mills.

“John Hope Bryant and his team have been doing this for ten years, and every year HGF raises the bar,” Young said. “Discussions about the FUTURE are important not only for civil dialogue; they are also essential to bridging the economic divide and solving some of today’s most important problems.”

Atlanta is predicted to welcome greater than 5,200 delegates representing greater than 40 countries.

“I have long said that Atlanta is a group project, and through our partnership with HOPE Global Forums, we are inviting the world to join the conversation,” Dickens mentioned. “From home ownership and entrepreneurship to youth engagement and financial education, HGF will offer bold and innovative ideas to ensure a bright future for all.”

It coincided with the organization’s annual meeting launched one other path to enhance financial knowledge with HOPE scholarships. With three tiers of scholarships – HOPE Lite, HOPE Classic and HOPE Silver – clients could have access to free financial coaching and academic resources.


This article was originally published on : www.blackenterprise.com
Continue Reading
Advertisement

OUR NEWSLETTER

Subscribe Us To Receive Our Latest News Directly In Your Inbox!

We don’t spam! Read our privacy policy for more info.

Trending