Tips and Tricks for Dealing with Stress and Burnout in Sales

Sales is an exciting yet stressful business, requiring constant hard work, meeting quotas, 

handling rejections, and beating the competitors. It comes as no surprise that many sales professionals suffer from chronic stress and burnout, manifesting in poor performance and emotional exhaustion. If you've ever felt overwhelmed or struggled to maintain motivation, you're not alone—this challenge is all too common in the industry.

Fortunately, stress and burnout can be prevented and managed if you know how. With the right tools and strategies, you can keep your mental health safe, maximize your productivity, and revitalize your passion for selling. And whatever your specific need may be- in learning to set boundaries, in mastering self-care routines, or in adopting resilience-building techniques- there are actionable solutions for your success.

In this guide, we'll look at the most common stressors sales professionals face and practical ways to deal with them. From developing a tailored self-care plan to using evidence-based techniques such as mindfulness and gratitude, you'll learn tools to help you recover and become resilient. At the end of this guide, you will have a complete roadmap for maintaining your mental health and achieving long-term sales success.

Identify Your Triggers

Enumerate the typical pressures in sales so that you can deal with them effectively depending on whether you are assigned to a B2B or B2C practice; high quotas, refusal, or stiff rivalry. Using a stress journal ensures that patterns are determined and solutions to tackling them are found.

Set Realistic Goals

Avoid being overwhelmed by fewer significant goals; set more micro and macro goals as daily and weekly sales targets.

It is recommended to do something special for the achievements, big or small to keep the outlook and energy level high.

Set Standards for Separating Work and Family

Dedicate some time to your family and refrain from replying to work calls or work-related emails during that period. Personal and professional boundaries must be explained effectively to the clients or other workers.

Create a Self-Care Routine

Inculcate habits such as exercise, eating healthy, and having adequate sleep within your routine.

Spend ample time in activities that cause happiness and relieve stress.

Schedule Downtime

Stand up and walk around during work, take a small break, and try not to think during that period.

Engage in other approaches to work and play, like the Pomodoro technique, to ensure work breaks are well managed.

Seek Support from Peers

Contribute to and participate in sales groups or forums to discuss commonalities and ideas concerning stress.

Finding a partner at work with whom you can commit to exercise together is advisable. Do technology-wise to increase efficiency

Focus on Your Mental Health

Use EAPs or speak to a professional who deals explicitly with stress in the workplace. Try to find webinars or books about mental health for salespeople.

Disconnect to Reconnect

Always take the opportunity to unwind during breaks like Christmas and weekends, allowing your mind to reset and revitalize.

It will also give you a chance to focus on your relationships and personal interests.

Learn to Delegate

It would help if you do not overload yourself with the work but ensure that responsibilities are properly distributed in your team to ensure you can find time for other activities in your day.

Enjoy Stress Reducing Activities

Standard relaxation procedures such as Yoga, writing a diary, or taking a walk in the park, lower stress levels vastly. Try to engage in group activities to avoid loneliness.

Get Inspiration from Salespeople

Hear it from honest salespeople, particularly about how they manage their stress levels. You can try emulating their techniques to relieve yourself of stress if they align with your lifestyle.

Regularly Reflect on Your Why

Write down why you want to be in sales and the objectives that keep you going. Reminding yourself of the goal from time to time may help energize you during problematic situations.

Case Studies on How to Deal with Stress and Burnout in Sales

1. Employee Assistance Programs (EAPs): Salesforce and HubSpot's Mental Health Initiatives

Salesforce is known for its wide-ranging wellness program, Be Well Together, which has mental health resources for employees. It provides access to confidential counseling, workshops on stress management, and mindfulness sessions designed specifically for sales teams. Sales professionals have said they experience less anxiety during high-stakes quarters because of these services.

Similarly, HubSpot's EAP places a strong emphasis on mental wellness, offering therapy sessions and resilience training. One HubSpot sales rep shared how participating in a company-sponsored meditation course helped them approach rejection with a clearer mindset, ultimately boosting their close rate.

2. Mindfulness Apps: Individual Success Stories with Calm and Headspace

A B2C sales consultant was overwhelmed by the constant demands of clients and resorted to using the Calm app for stress relief. Practicing guided meditations during lunch breaks helped them focus better and regulate their emotions when things got tough during negotiations.

Another example is a SaaS salesperson who added Headspace's breathing exercises before going into cold calls. The simple habit helped to reduce pre-call jitters, increasing confidence and the call conversion rate.

3. Sales Leaders' Insights: Brandon Bornancin and Lori Richardson

Brandon Bornancin, CEO of Seamless.ai, frequently talks about how he deals with stress during his sales journey. He talks about embracing rejection as a learning opportunity, keeping a detailed progress journal, and celebrating small wins. Bornancin's actionable tip—keep rejection stats visible as a motivator—has inspired many to view "no" as one step closer to "yes."

Lori Richardson, founder of Women Sales Pros, also supports strict work boundaries. She has a mantra, "Work ends when the sun sets," which has helped several sales professionals balance their personal lives with career growth.

4. Team-Based Stress Management: Zendesk's Sales Culture

Zendesk's sales team is a great example of teamwork in stress management. They have instituted daily stand-ups where team members share personal and professional wins, thereby creating a supportive environment. The team also holds group yoga sessions once a month to help them decompress. Employees have commented that the team is more cohesive and handles stress better during demanding sales cycles.

5. Time Management Techniques: SaaS Company Pomodoro Success

A mid-sized SaaS company transformed the work habits of its sales team by implementing the Pomodoro Technique. Sales representatives started dividing their workday into 25-minute focus intervals separated by 5-minute breaks. After adopting this method, the team reported higher productivity and less fatigue. For instance, one sales professional reported a 15% increase in daily prospecting output without experiencing burnout.

Conclusion: Prioritizing Mental Health for Sales Success

Stress and burnout are inevitable challenges in the fast-paced world of sales, but they don't have to define your career. By recognizing the signs early and implementing proactive strategies, you can safeguard your mental health and perform at your best. Whether it's identifying stress triggers, setting realistic goals, or embracing self-care routines, every small step you take toward balance can yield significant rewards.

Building resilience and keeping well-being in sales is a journey rather than a one-time effort. Use tools such as mindfulness practice, CRM software, or employee assistance programs to ease the workload and enhance focus.

Ultimately, dealing with stress and burnout in sales requires a commitment to both your professional and personal growth. By adopting these strategies, you’ll not only excel in your role but also create a sustainable, fulfilling career. With mental health as your foundation, success in sales becomes not just achievable but genuinely enjoyable.

Discover how to boost your performance by exploring Motivation and Self-Discipline in Sales for actionable tips and strategies.

Stanis Benjamin is a motivational humorist, author, speaker, and founder of SB Integrated Consultants Pte Ltd.