Working in sales can be a rollercoaster. One day it’s raining leads, you’re crushing every pitch, and feeling unstoppable; the next day you’re showered with rejections, feeling exhausted, overwhelmed, and doubting your choice of career.
Sales can be rewarding, challenging, and very stressful. From demanding targets to navigating objections to balancing time effectively, the mental toll is not for the faint of heart. In this article, we explore the reasons behind the mental strains in sales, and offer strategies for maintaining wellbeing and preventing burnout.
Sales Targets
As salespeople we’re all familiar with “stretchy” targets, and with that comes pressure. The fear of falling short or not meeting expectations can lead to stress and anxiety, especially when that affects your paycheck.
For managers, it’s important to use targets as motivation rather than punishment. Targets are meant to be achievable, but challenging, and salespeople have to accept that some months will be tough. Ask for support if you are struggling, break down large targets into smaller, manageable goals, and remember to celebrate the small victories. Fostering a flexible and positive mindset can help to counterbalance the stress.
Rejection Handling
Rejection is an inherent part of sales, and the constant exposure to rejection can take a toll on one's mood, self-esteem, and mental health overall. You have to reframe rejection as a learning opportunity rather than a personal failure. Focus on what you can control, such as refining your pitch, understanding client needs, and continuously growing and improving your skills. Developing resilience and maintaining a positive outlook can help alleviate the emotional strain associated with rejection. Smooth seas never made a skilled sailor!
Manager Relationships
The relationship with managers can significantly impact a salesperson's mental health. Micromanagement, unrealistic expectations, or lack of support can contribute to stress and frustration. Open communication is key to addressing these challenges. Regular 1:1s provide an opportunity to discuss concerns, seek guidance, ensure alignment on expectations, and offer constructive feedback.
Salespeople, don’t be shy to ask for help.
Managers, manage resources, not people. Lead people (ideally, by example).
Time Management
Sales professionals often juggle multiple tasks simultaneously (ever had to manoeuvre a close over the phone, as you are answering emails, while the company All-hands is playing in the background?). Until you’ve hit your target, every minute spent not selling may seem wasted. Understandably, this can lead to a sense of overwhelm.
Effective time management is crucial to maintaining balance. Prioritising tasks, setting realistic deadlines, and leveraging productivity tools such as CRM, email automation, and task management apps, can help streamline workflows.
It's absolutely essential for salespeople (and everyone, really) to establish boundaries and allocate time for self-care activities, to prevent burnout and ensure sustained productivity. Exercise, fresh air, naps, meditation, chatting with friends - find whatever unplugs you from your desk/screen and energises you. Do it regularly!
While the world of sales can be mentally demanding, there are few feelings sweeter and more satisfying than closing a tough deal. Moreover, working in sales teaches you so much - about business, human relationships, resilience, determination, and a lot more. Reframing tough moments as learning opportunities, managing your time efficiently, and prioritising self-care, are key to finding a balance between professional success and wellbeing, and kicking ass at both.
If you are feeling overwhelmed, need help with sales, or just someone to talk to - we'd be happy to support you in any way we can. We are just a message away!
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