For 2019, get on the right thing – and stay on it
Today’s medical sales reps spend much of their day speaking to providers about supplies and equipment to care for patients with obesity and chronic disease. Meanwhile, they may be neglecting their own health.
Repertoire asked a handful of sales managers about their reps’ health and well-being. Their thoughts about stress, diet, physical activity and work/life balance should be wake-up calls for healthy habits in 2019. Contributing their thoughts were:
- Chris Homan, region director, Cardinal Health, non-acute sales, Patient Recovery.
- David Marion, regional director, Concordance Healthcare Solutions.
- Joey Jackson, sales manager, Atlantic Medical Solutions.
- Ty Ford, vice president of sales, Western U.S., Henry Schein Medical Group.
Repertoire: What are the greatest threats to your sales reps’ physical health or well-being today?
Chris Homan: Physical threats to the well-being of our sales force (e.g., the effects of violent weather, an automobile in need of maintenance, unexpected absence from work) have been greatly minimized by close management of travel and fleet activity. With that said, there are factors that cannot be controlled, such as weather, disgruntled customers/employees, and travel inconveniences. Most factors that threaten the physical well-being of our employees can be closely managed with regard to personal dietary habits, exercise habits, and other personal habits. Long road time and excessive administrative tasks tend to result in a more sedentary lifestyle, but proper planning and time management can largely mitigate the risks associated with such a lifestyle.
David Marion: As we ask reps to take on more responsibility, they have less time for themselves. We may increase the geographies and number of customers, but the hours in the day are the same.
Joey Jackson: With such busy schedules, reps can find it hard to carve out time to exercise. Some of our reps have large geographical territories to cover and spend a lot of time driving (that is, sitting), which some studies say is as bad for your health as smoking. Stress can also have a negative impact on physical health.
Ty Ford: There are many threats today compared to when I first began my career in medical sales. The sheer pace of the world we live in has accelerated and with it, expectations – expectations from customers, stakeholders, corporations, and quite possibly, the desire to maintain a balance in one’s life. As technology has enabled certain enhancements, other aspects of our “convenient lifestyle” have increased the opportunity for threats: poor diet, lack of exercise, increased stress, texting while driving, inadequate sleep. Any of the ones mentioned could have a detrimental impact to one’s overall health.
Repertoire: How about threats to reps’ emotional health or well-being?
Homan: Driving for results in sales is often synonymous with stress, highlighting the importance of managing stress levels and a work/life balance. In today’s selling environment, the greatest threat to our employees’ emotional health is the ability to be “connected” 24/7 and reached at all times. It is vital that a sales representative set firm boundaries with their internal and external customer base outlining when it is and when it is not acceptable to be reached. Clarity of mind is paramount to effectiveness in the selling world, and without proper downtime, results will suffer greatly. While connectivity opens windows for world-class efficiency, it can quickly lead to burnout and the disenfranchisement of those without a proper work/life structure. If one properly utilizes “A” time for “A” activity, they can greatly reduce the need for encroachment of personal time to achieve functions that can be achieved within “work” hours.
Marion: More responsibility adds to added stress and if you are not taking the time to balance your life with things like family, friends, exercise, faith, you run the risk of burnout.
Jackson: The stress of managing and maintaining a sales territory can take an emotional toll. Making sure the customer’s expectations are being met, growing the business and meeting sales goals as well as dealing with the “brush fires” that generally happen on a daily basis can derail and sometimes demotivate a sales rep. This type of stress can lead to burnout.
Ford: I firmly believe that stress is endemic in today’s world, but one that can be controlled. There are necessary steps that should be taken to prevent stress from reaching certain levels. What I have observed from the sales team on how best to manage this are those who:
- Identify priorities. (“If everything is important, then nothing is important.”)
- Narrow their “to-be-completed” list.
- Dedicate time necessary for personal time or personal priorities.
Repertoire: From what you have observed, what are the most successful dietary habits among your reps?
Homan: Time management is key to maintaining a healthy dietary regimen. This comes back to a core fundamental of sales success – having a strategy and executing upon that strategy. Without a strategy, reps are left to fend for themselves, which can lead to impulsive decisions both in business and in personal health. Just as a pre-call plan is vital to a successful sales call, a meal plan is vital to the physical health of a sales representative. Sales reps will often pay a premium for convenience. That is to say, they may make the easy on-the-spot call for fast food when traveling. But planning meals on the weekend for the upcoming week is convenient too. Develop a plan. Execute on the plan. Stick to the plan, regardless of circumstance.
Marion: Adhering to balance, such as eating a variety of foods leading to a healthy lifestyle; eating moderately when it comes to things like red meat and carbs; and keeping it to fruits and veggies routinely. Also, trying to keep away from the drive-through fast-food fix (which can slow them down in the afternoon); drinking water, mostly; keeping caffeine to a minimum; and eating snacks that are high in protein and things that will boost their energy.
Jackson: Eating a well-balanced diet of lean protein and complex carbohydrates consisting of fruits and vegetables, and limiting starchy carbs, are essential in maintaining a successful diet. The most physically fit of our reps also eat four to six smaller meals a day and generally try not to eat after 7 p.m. Hydration is also a key. Drinking plenty of water helps to keep you hydrated and helps flush your body of toxins.
Ford: This one can be tricky and the easiest to abuse. Those who live on the road have to maintain a certain discipline; otherwise the convenience of life on the road can add inches to your waistline and become detrimental to your health. I have observed a number of “best practices” that certain reps adhere to, including:
- Pack your lunch. (Certainly controllable, as you own what you eat.)
- Avoid certain foods. (Identify certain restaurants that specialize in health-conscious cuisine.)
- Limit alcoholic drinks. (Not to be confused with the stress relievers!)
- No fast food.
- No food after a certain time.
Repertoire: How about exercise habits? Which ones are most beneficial for sales reps?
Homan: I have observed that discipline around exercise and physical well-being often leads to discipline in the realm of business. Just as one needs to schedule their week/month in advance from a business perspective, one must account for their physical health in the same manner. Those who exercise “as time permits” never get around to it, as the demands of a sales representative are rarely bound by time. Those who schedule time for exercise are far more likely to follow through and follow through on their commitments and goals. In my experience, starting the day with exercise, before business demands become apparent, is far more consistent than working out when “work is over.” Simply stated, work isn’t over until you say it is, which is a significant challenge for today’s connected sales representative, who ultimately puts physical health on the back burner.
Marion: One rep is working to run a 10K, so he does moderate runs weekly and other cardio exercises. Other reps walk, do aerobics, yoga – things they can physically do while continuing to work our long hours and staying connected with their customers and their families.
Jackson: Regular exercise at least three days a week – preferably five days a week – is best. A combination of resistance training with free weights or machines and cardio, (running, rowing, biking, elliptical or stair climbers) seems to produce the best results. Mixing things up by focusing on different muscle groups each day and alternating the type of cardio keeps workouts from becoming monotonous. Adding flexibility training such as yoga or Pilates will also keep things fresh.
Ford: Apart from eating healthy and avoiding too many alcoholic beverages, this one may be the toughest to balance. I have observed a number of best practices over the years, and some borderline “obsessions.” As with anything else, the proper amount of balance is necessary to achieve an optimal level of physical activity. Those who demonstrate best practices:
- Establish goals.
- Make necessary time for ANY physical activity.
- Utilize technology (Apple watches, apps, etc.).
- Engage an accountability partner. (Make it a competition.)
- Think outside the box. (Take the stairs, pack your workout gear, choose hotels close to exercise facilities or that have adequate workout space.)
Repertoire: Complete this thought: The psychologically fit sales rep …
Homan: … has a plan, executes on that plan, and does not make excuses regardless of circumstances.
Marion: … balances work with family, friends and all aspects of the busy world we live in, to be a success not only to their company, but also to the customer.
Jackson: … is able to embrace uncertainty. Nothing in sales or life is certain. No matter how well we may preplan our day, inevitably, something unexpected will derail that plan. The rep who can roll with the flow, handle the situation and get back on track without getting overly stressed or overwhelmed is going to be the most successful.
Ford: …knows their limitations. They know where they can push themselves and when they need to recharge. They maintain a balance of proper healthy activities that incorporate a healthy diet mixed with adequate exercise. They make time for priorities, whether those are professional or personal.