10 Oct Fighting Burnout: How to Thrive in Pressured Sales Environments
Sales is an intense, fast-paced career. Long hours, tight deadlines, and the constant pressure to hit targets can leave you drained. But when does this relentless drive turn into burnout? On World Mental Health Day, it’s important to talk about something we don’t often discuss in sales: burnout, and how to manage it.
The Reality of Burnout in Sales
Burnout is more than just feeling tired at the end of a long week. It’s a state of emotional, physical, and mental exhaustion that builds up over time. In a pressured sales environment, where targets and performance are constantly in focus, stress can feel like it’s fuelling your work. But too much of it takes a toll, leaving you disconnected from the job you once loved.
Jesse, our Director at Fortuna UK, understands this all too well. Having spent years in pressured sales environments, he knows first hand how easy it is to push yourself beyond healthy limits. Reflecting on his experience, he says:
Back in the day, I used to think burnout was just part of the job. I figured that if I wasn’t pushing as hard as possible or just working longer days, I wouldn’t get ahead. It took a long time, but I realised that my mindset had to change. The more I pushed, the worse things got. My performance wasn’t improving, but my health and mental well-being were taking a real bashing and affected all aspects of my life.
Why Sales Professionals Are Especially Prone to Burnout
Burnout is common in sales because of the unique challenges we face:
- Constant performance pressure: Success feels tied to your latest numbers, and the need to deliver never really lets up.
- Rejection as part of the job: Handling rejection regularly is tough, and over time, it can wear you down.
- Work-life boundaries often blur: Especially in tech sales, where you’re “always on,” whether answering emails late at night or checking sales pipelines during dinner.
- A competitive environment: The pressure to win can make it difficult to step back, recharge, and refocus.
But burnout doesn’t have to be inevitable. Jesse has picked up valuable lessons over the years about how to manage this pressure and thrive in even the most demanding sales environments.
Jesse’s Top 3 Strategies for Managing Burnout
- Set Boundaries and Stick to Them
You don’t need to be available around the clock to be successful. In fact, setting clear boundaries can make you more effective. Jesse shares:
“When I finally started switching off properly, my productivity noticeably improved. I was more focused, felt like I was on top of my work and client deals, because I wasn’t as mentally drained.” My advise is to start small—set non-negotiable boundaries like no emails after 7 pm, or actually taking your lunch break as a break. It’s the little changes that protect your mental health and keep you performing at your best.
Even if it’s just one small boundary, like taking a lunch break away from your desk, sticking to it consistently can make a big difference.
- Celebrate Your Wins
Sales is all about the next deal, but if you never stop to recognise your achievements, you’ll burn out faster. Jesse admits:
In sales, it’s easy to get stuck chasing the next big target, but the trick is, you’ve got to train your brain to enjoy the wins along the way. Recognising each small success gives you that little dopamine boost, and we all love that feeling It’s what keeps you pushing forward, rather than feeling like you’re constantly climbing uphill. Celebrate the small stuff—it’s what makes you hungry for more and stops you from burning out before you hit the big milestones.
Taking a moment to acknowledge success, whether big or small, reinforces the positive feeling and helps you stay connected to your purpose.
- Learn to Say ‘No’
Saying “no” in sales can feel counterproductive, especially when you want to seize every opportunity. But taking on too much will ultimately slow you down. Jesse explains:
“Saying ‘no’ isn’t about shutting doors, it’s about protecting your time, energy, and focus. The more you learn to say ‘no’ to what doesn’t serve you, the more you open up space for the things that really matter.”
Prioritising yourself and your well-being means saying no sometimes, and that’s okay.
A Lesson from Athletes: Training for Long-Term Success
Jesse shares an interesting analogy about how salespeople can learn from athletes:
Years ago, I did a course, called “Athletes at Work” and there is a lot of synergy between sales and athletes in regard to preparation and performance “Salespeople can learn a lot from athletes—it’s not just about the game day, it’s about the training, the discipline, and the mental preparation that happens behind the scenes. Athletes don’t just show up; they condition themselves to perform at their best, and that’s exactly what we should be doing in sales. Focus on your routines, build resilience, and treat each day like training. The better prepared you are, the better you’ll perform when it counts.”
Taking time to step away and recharge, just like athletes do, helps you sustain peak performance in the long run. It’s about learning to pace yourself and knowing when to take that crucial break to prevent burnout.
Recognising the Signs of Burnout
Burnout doesn’t happen overnight. It builds gradually, often without you even realising it. Jesse describes it as the “boiling frog syndrome,” where the stress creeps up slowly until it’s too late. Look out for these warning signs:
- Chronic fatigue: No matter how much you rest, you’re constantly tired.
- Decreased performance: You’re putting in more hours but achieving less.
- Detachment: You start feeling disconnected from your work or lack motivation.
- Irritability: Small challenges feel overwhelming and harder to manage.
Pay attention to these signs before it’s too late, and take action to address them.
Thriving, Not Just Surviving
Burnout doesn’t just rob you of your energy, it takes away your passion for the job. At Fortuna UK, we’ve been in your shoes. We understand the pressure to perform, but we also know the importance of taking care of your mental and physical health. As Jesse puts it:
“Success isn’t about grinding the hardest; it’s about working smart, staying healthy, and keeping your mind sharp. So, on this Mental Health Day (and every day after), let’s commit to recognising the signs of burnout and actually doing something about it before it knocks us out. In the long run, a healthy mindset will get you a lot further than pushing through exhaustion ever will.” – as the quote goes “”If you do not make time for your wellness, you will be forced to make time for your illness”
Hard work is part of the job, but it’s just as important to know when to take a step back, recharge, and give yourself the space to perform at your best.
If You’re Struggling, Please Reach Out
If you’re feeling overwhelmed, stressed, or experiencing signs of burnout, don’t hesitate to seek help. There are several mental health resources in the UK available for support:
- Mind – Provides advice and support to anyone experiencing a mental health problem.
Visit: www.mind.org.uk | Call: 0300 123 3393 - Samaritans – A helpline for those who need someone to talk to, offering 24/7 confidential support.
Visit: www.samaritans.org | Call: 116 123 - Mental Health Foundation – Provides resources and information on mental health, including guides to managing stress and anxiety.
Visit: www.mentalhealth.org.uk - CALM (Campaign Against Living Miserably) – A helpline dedicated to preventing male suicide but open to anyone struggling with life’s challenges.
Visit: www.thecalmzone.net | Call: 0800 58 58 58 - Shout – A 24/7 text messaging service for anyone struggling to cope.
Text: SHOUT to 85258 | Visit: www.giveusashout.org - NHS Every Mind Matters – Offers expert advice, practical tips, and personalised mental health action plans.
Visit: www.nhs.uk/every-mind-matters
Remember, prioritising your mental health is crucial, and there’s no shame in asking for help. Reach out if you’re struggling.