Autonomy is often considered a benefit of the sales job. However, the latest piece of sales research from the Sales Excellence Hub's Founding co-Director Prof. dr. Nick Lee, with his co-authors Dr Dayle Childs, John Cadogan, and Dr Belinda Dewsnap, suggests that it might not always be the case. Indeed, the evidence presented in the article suggests that under certain conditions, more autonomy for sales people might lead to negative mental health consequences. Find the paper here (open access to all): https://lnkd.in/eVcmxXpp and read more in Dayle's post... https://lnkd.in/ekNhF4pr
Giving autonomy to salespeople can lead to negative mental health consequences! Find out more here: https://lnkd.in/e7j85K6h Delighted to share our new research article on salesperson mental health 'Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout', co-authored with Prof. dr. Nick Lee John Cadogan and Dr Belinda Dewsnap, published in Industrial Marketing Management. We find anxious salespeople exhibit higher levels of burnout (emotional exhaustion, depersonalization, and feelings of diminished personal accomplishment), but providing positive feedback can help to reduce these effects. However, giving autonomy to anxious salespeople can result in anxiety impact burnout to a greater extent. Moral of the story, how you manage your salespeople should vary depending on how they are feeling, and who they are. Get to know your salespeople better, and how they should be managed, and we will be one step closer to better managing burnout within salespeople. Thank you to everyone involved in getting this research out, and forever to my wonderful co-authors/supervisors. DC #Burnout #Sales #Salesperson #Anxiety #Autonomy #Feedback https://lnkd.in/e7j85K6h