What do you do if your boss's expectations are unrealistic in a direct sales job?
If you work in direct sales, you know how challenging it can be to meet your sales quotas, generate leads, and close deals. But what if your boss sets unrealistic expectations that are impossible to achieve, or constantly changes the goals and metrics? How do you cope with the pressure, frustration, and stress that come with such a situation? In this article, we'll share some tips on how to deal with your boss's unrealistic expectations in a direct sales job.
The first step is to communicate clearly with your boss about your current performance, your challenges, and your needs. Don't be afraid to ask questions, clarify the expectations, and provide feedback. Explain how you plan to achieve your sales targets, what resources and support you need, and what obstacles you face. Be honest, respectful, and professional, but don't sugarcoat the reality. If your boss is unaware or misinformed about the market conditions, the customer behavior, or the product features, you need to educate them and set realistic expectations.
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If your boss's expectations are unrealistic in a direct sales job: Communicate Openly: Schedule a meeting with your boss to discuss your concerns in a professional and respectful manner. Clearly communicate the challenges you're facing and provide evidence to support your points. Offer Solutions: Propose alternative strategies or adjustments to the expectations that align more realistically with the market conditions, resources available, and your capabilities as a salesperson. Set Clear Boundaries: Establish boundaries to ensure that you're not overextending yourself or sacrificing your well-being to meet unrealistic expectations. Prioritize tasks based on their importance and feasibility.
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Given that in direct sales boss’s have a tendency to ‘stretch’ sales targets, your first step will be to communicate with your boss to determine whether your boss's expectations are genuinely unrealistic or are they just stretched. Stretched targets are no doubt difficult to meet but can be met, much unlike unrealistic expectations which maybe near impossible to achieve given the current state of your resources and your own level of knowledge and skills. As sales targets are always derived from data (YoY growth, MoM growth, market potential, etc.), allow your boss to support & justify his / her expectations by sharing all relevant data.
The second step is to negotiate your goals with your boss. If you think the expectations are unrealistic, unreasonable, or unfair, you need to speak up and propose alternatives. For example, you can suggest adjusting the sales quotas, extending the deadlines, changing the incentives, or focusing on different metrics. You can also ask for more training, coaching, or mentoring to improve your skills and confidence. Try to find a middle ground that works for both of you, and that aligns with the company's vision and strategy.
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E.g. – You’re selling 100 units & your boss expects you to sell 130 units. Currently you have sufficient resources (prospects, time, money, etc.) & capabilities (knowledge & skills) to sell 100 units. What about the additional 30 units – stretched or unrealistic? Stretched means the 30 units can be achieved with current resources but with more productive resource management. So rework your approach & reduce wastage. Unrealistic means that the additional 30 units cannot be achieved with your current resources & capabilities. In which case negotiate for either more resources (manpower, time, training, etc.) or then negotiate to bring down the target to an acceptable level. Remember to negotiate with data & for a win:win outcome.
The third step is to manage your time and energy effectively. You can't control your boss's expectations, but you can control how you respond to them. You need to prioritize your tasks, set boundaries, and avoid distractions. You also need to take care of yourself, physically and mentally. Make sure you get enough sleep, exercise, and nutrition, and find healthy ways to cope with stress, such as meditation, hobbies, or socializing. Don't let your boss's unrealistic expectations consume you or affect your self-esteem.
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Time management is essential because there is always so much to do and so little time to do it in. Hence the need to prioritise. 8 ways to manage your time & energy: 1. Set SMART Goals. 2. Invest in important activities – tasks that help achieve your goals. 3. Eliminate unimportant activities - tasks that move you away from your goals. 4. Delegate activities that are unimportant for you but still need to get done. 5. Don’t get distracted & let other's priorities eat into your time. 6. Don’t procrastinate but ‘eat the frog’ (Brian Tracy). 7. Do your most difficult tasks when your energy levels (mental & physical) are at their peak. 8. Use time management tools – Weekly Planners, Daily To-Do Lists, 80/20 Principle, etc.
The fourth step is to seek support and feedback from others. You don't have to deal with your boss's unrealistic expectations alone. You can reach out to your colleagues, peers, or mentors for advice, guidance, or encouragement. You can also join a professional network, a community, or a group of direct salespeople who share similar experiences and challenges. You can learn from their best practices, tips, and insights, and get constructive feedback on your performance and progress.
The fifth step is to evaluate your options and decide what's best for you. If you've tried everything to deal with your boss's unrealistic expectations, but nothing has changed, you may need to consider other alternatives. You can look for another job within the company, or outside the company, that suits your skills, interests, and goals. You can also start your own direct sales business, or join a different direct sales company, that offers more flexibility, autonomy, and opportunity. You deserve to work in a positive, supportive, and rewarding environment, where your boss values and respects you.
The final step is to take action and make a change. You can't let your boss's unrealistic expectations hold you back or harm you. You need to take charge of your career and your happiness, and pursue your passion and potential. You have the power and the potential to succeed in direct sales, as long as you have realistic expectations, a clear plan, and a positive attitude. Don't let your boss's unrealistic expectations stop you from achieving your direct sales goals.
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The final step is to take action and make a change. You can't let your boss's unrealistic expectations hold you back or harm you. You need to take charge of your career and your happiness, and pursue your passion and potential. You have the power and the potential to succeed in direct sales, as long as you have realistic expectations, a clear plan, and a positive attitude. Don't let your boss's unrealistic expectations stop you from achieving your direct sales goals
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