Here is what we've learned from our expert roundup on how to prevent sales burnout.
Ah, the holidays… ☺️ A season of presents, cozy sweaters, and Frank Sinatra on repeat. When we wrote this article, it was December, but let’s be honest — no matter the time of year, if you’re in sales, the pressure never really lets up, does it? Quotas to meet, clients to please, and pipelines to manage. Stress from sales is part of the game, but if you don’t know how to manage it, sales burnout might be closer than you think.
Burnout doesn’t happen overnight — it creeps in after months or even years of constant pressure. And yes, sales IS a stressful job. But trust us, you can manage all that stress 😉
We asked some of the best in the business how they handle stress, maintain work life balance in sales, and avoid burning out.
And here is what they told us….
#1: Set boundaries like a boss
As a sales person, you’re probably stuck in ‘always on’ mode. But being available 24/7 isn’t sustainable in the long run. Because without boundaries, sales burnout is just around the corner.
Set specific work hours, share them with your team and clients, and stick to them as much as possible. Stop answering emails at 11 PM or taking calls during dinner — we’re looking at you, ‘I-can-do-it-all’ hero 🤨
Cristian Dina
Co-Founder of Tekpon“I make it a priority to step away when needed. Spending time with loved ones or engaging in simple, grounding activities like doing sports helps me recharge. These moments of detachment provide clarity and perspective, enabling me to return to challenges with renewed focus.”
💡 Please remember that saying ‘no’ doesn’t mean you’re not dedicated — it means you’re prioritizing your well-being so you can prevent sales burnout symptoms and show up as your best self when it matters most.
Pro Tip ✨: Use the power of autoresponders (for instance, set up an 'I’ll respond within 24 hours' message) and out-office-settings. And when you finish work for the day, actually FINISH work. Close your laptop, mute work notifications, and step away.
#2: Delegate wisely
You've probably heard it before: delegate lower-priority tasks and focus on the high-priority ones. Not every email needs an immediate reply, and not every task on your to-do list deserves your attention.
- Cristian Dina, Co-founder of Tekpon
And no, it won’t mean that delegating tasks will result in sales team burnout. In fact, you’ll have a distributed workload that prevents overwhelm for you and your team.
Alan Ruchtein
Founder of Modern Seller Program“I remind myself that I don’t have to do everything alone. If someone on my team can handle a task better or quicker than I can, I delegate. It’s not about offloading work – it’s about playing to everyone’s strengths and ensuring the whole team succeeds.”
Pro Tip ✨: Don’t know which tasks to delegate? Here is a great tip from Alan Ruchtein:
“I start by listing everything I need to do and sort them into three buckets: must-do, nice-to-do, and can-wait. Then, I tackle the "must-dos" first. This keeps me focused on what really matters instead of feeling overwhelmed by the noise.”
#3: Engage in hobbies outside of work
An efficient sales exec is one that can disconnect from work and rewind. One of the best ways to prevent burnout in sales is to … have hobbies. By taking time for yourself, you return to work with a fresh mindset and better resilience. Or you can substitute the ‘hobby time’ with other activities that help you recharge, such as spending time with your family or binging your favorite Netflix show.
Pro Tip ✨: Schedule "me time" just like you would schedule a client call and set a reminder for the activity.
Dipak Vadera
Director, PLG Sales, Dealfront“One of the most effective strategies I use to handle stress and manage the pressure of meeting targets is time blocking. It’s a simple but powerful habit that ensures I stay proactive rather than reactive. I carve out dedicated blocks of time for admin, high-priority tasks and even personal downtime.”
Iryna Begma
Head of Sales, MLex“Time-blocking is my secret weapon - it keeps me organized and lets me pretend I’ve got my life together (most of the time). Prioritization? That’s my superpower.”
#4: Shift your perspective to the positive
Pressure to hit quotas and meet targets is definitely the biggest source of sales stress. But please remember that your performance doesn’t define your worth. So, focus on what you can control and celebrate the small wins along the way.
David Walsh
CEO and Co-Founder of Limelight“I remind myself that quota attainment, while important, doesn’t define my value or capabilities. Focus on what I can control and to celebrate small wins.”
Pro Tip ✨: Keep a ‘win’ journal where you write down all your small successes (a deal closure, a great meeting, a positive response from a client, etc.) and celebrate these wins to feel motivated.
Josh Roth
VP Revenue, Pipefy“I do my best to remember that I have plenty of targets that I will both hit and miss in the future. I will learn from my missed targets and I will celebrate my hits.”
And if that doesn’t work — just remind yourself that this stressful sprint has a well-defined beginning and end.
Maryna Nikitchuk
B2B Sales Business Partner, Expandi“I always set a reminder 2 weeks before the Q in my calendar — expect stress and emotions, but don’t let them distract you. Control your controllable, stay focused and take care of your people.”
#5: Break down big goals
Now, that’s a great way to answer the question ‘How to avoid burnout in sales?’ Instead of focusing on a giant number, tackle smaller daily or weekly goals. Once you trick your brain into thinking that each small milestone is an achievable win, the bigger target becomes less intimidating.
“The biggest takeaway? Pressure doesn’t mean you need to sprint faster – it means you need to manage smarter. Break it down, share the load, and focus on the highest-impact actions.”
- Alan Ruchtein, Founder of the Modern Seller
Pro Tip✨: Break your major goals into bite-sized tasks and set mini-deadlines with automatic reminders for each step.
"I really like to unpack the targets. If your target is $1M, try to break it down into deals and customers reached. It makes the target more achievable when you can break it up into smaller, more manageable goals.”
- Josh Roth, VP Revenue at Pipefy
“I break down larger quotas into smaller daily or weekly goals. This way, the process feels more manageable, and it’s easier to stay consistent. For example, instead of focusing on a daunting monthly target, I concentrate on achievable daily milestones.”
- David Walsh, CEO and Co-Founder of Limelight
Dmytro Katiukha
VP Sales, NetHunt CRM"1. Break down large goals into smaller steps. After all, the journey of a thousand miles begins with a single step.
2. Doing sports, whether it's jogging or CrossFit, is a must. Exercise at least 3 times a week to keep your body and brain equipped to handle stress.
3. Learn to say "no"... whatever it means and takes. Focus on what matters most: your ultimate goal."
#6: Stay active!
We don’t mean staying active on LinkedIn or Instagram (though networking is important too). We’re talking about moving in real life. Almost every sales professional we spoke to emphasized physical activity as the core strategy to manage stress, maintain focus, and eventually prevent sales rep burnout.
“I like to run or do a virtual spinning class on my peloton. It clears my mind and keeps me grounded.”
- David Walsh, CEO and Co-Founder of Limelight
“I also make time to recharge. Whether it’s a walk, a quick workout, or “meditating” while scrolling memes, those breaks keep me alive.”
- Iryna Begma, Head of Sales at MLex
Running, yoga, dance, sports—anything that gets you moving counts. You don’t need to hit the gym if that’s not your thing.
Anna Pozniak
Head of Marketing, NetHunt CRM“I manage stress and pressure by playing active sports like squash, which fully engages my mind and prevents me from dwelling on work tasks. Monotonous activities like running don’t help me switch off as effectively. I also schedule after-work activities in my calendar to ensure I stick to them, as changing activities refreshes my mind and perspective.”
Pro Tip✨: Stuck on a call? Make it a walking call!
“I’m a big walker when I get stressed. I have two dogs, so I find it really helpful to get my body moving and walk off the stress. Walking is scientifically proven to help destress yourself and calm your brain.”
- Josh Roth, VP Revenue at Pipefy
#7: Build a strong support network online and offline
Is sales a stressful job? Oh, absolutely! But here’s the good news — you don’t have to go through it alone. 😉 Attend local networking events, industry meetups, or even casual coffee chats to expand your circle.
Or go online! You’d be surprised by how many professionals are already there, battling the consequences of sales job burnout.
Pro Tip ✨: Don’t just lurk in those LinkedIn groups — engage! Most of the sales execs there have faced the same challenges you’re dealing with and can offer a fresh perspective. Plus, they’re great to vent to when you need it 😏
"I handle stress and manage pressure through a combination of data-driven time management and task prioritization, regular physical activity, and maintaining a strong social Sales Leadership support network. You are not alone!"
- Maryna Nikitchuk, B2B Sales Business Partner at Expandi
“Let’s face it, sales is a team sport. Sharing ideas, and yes, those occasional post-work hangouts, keeps the energy high and the motivation even higher.”
- Iryna Begma, Head of Sales at MLex
Final thoughts
So, is being a sales rep hard? Absolutely. The pressure to hit targets and keep a steady pipeline is a mountain to climb. But with the right strategies — setting boundaries, staying active, and breaking down big goals — you can avoid the notorious sales burnout and stay at the top of your game.
Stay positive, stay active, and stay supported. You've got this! 🎯
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