How to Manage Stress in Sales | Stress Awareness Month 2025
If you’re reading this, chances are you work in sales. So you already know how stressful it can be: the targets, the highs and lows, the constant pressure to perform. It can all leave you feeling like stress is becoming your norm.
In fact, 70% of sellers say they’re struggling with their mental health. The numbers are particularly alarming for SDRs/BDRs and Account Executives – 75% and 79% respectively.
The good news is that there are actionable steps you can take as a salesperson to take charge of what you can control when it comes to your wellbeing. So, in this blog, we’ll be sharing what you can do to make your sales career an enjoyable one and reduce stress levels.
Why Are Salespeople so Stressed?
Sales can be one of the most rewarding careers, but it also comes with its own unique set of pressures, like rejection, targets and competition. But, what do salespeople say is affecting them the most?
- Lack of clarity and direction: Sales is all about targets and meeting the requirements for that next promotion. But, what happens when you feel like you’ve nowhere to go? 55% of salespeople reported that that this uncertainty was negatively impacting their mental health.
- Weak boundaries: With the growth of hybrid working, boundaries between office and home life have blurred. When your desk is at home and you can prospect from your mobile, it’s easy to take on more than you should. 44% of salespeople found that this was impacting them poorly.
- Unable to open up: The conversation around mental health has opened up significantly in the last few years. But, 49% of people in sales felt that they couldn’t be honest about their feelings at work.
The Cultural Problem
Sales is known as the backbone of any business. You can have the best product in the world, but without people to sell it, nobody will know, and no money will be made. This importance can be motivating, but it has also built a culture of ‘performance over everything’. But it doesn’t have to be this way.
This mindset is a breeding ground for stress. It creates an environment where success is measured purely in numbers, and everything else (like well-being, rest & reflection) comes second. People start to feel like they can’t take a breath, can’t admit when they’re struggling, and certainly can’t step away without fearing they’ll fall behind.
This is changing – slowly but surely – for the better. More workplaces are having open conversations about well-being. But there is still a way to go. When surveyed, over half of employees said they didn’t receive enough mental health support from their employer.
What Can You Do?
There is an obvious systemic issue with how we tackle mental health & stress at work – especially in sales. But there are actionable steps you can take as a salesperson to make work a better and less stressful place.
Redefine “Busy”
Late nights at the office, working on weekends, being on the phone back-to-back… these are all seen as badges of honour in a sales office. It’s just ‘part of the job’. But does it have to be?
There is a big difference between being productive and never switching off. One can lead to success and the other can end up in burn-out. If you find yourself consistently skipping lunch or reading emails when you should be sleeping, you need to ask yourself, is living this way is sustainable?
If not, this is the time to make changes. Take designated time away from your desk at lunch. Check in with yourself before you stay late – does this task actually need doing now, or can it wait?
Don’t Wait to Speak Out
Too often in sales, the highest performers are also the ones suffering in silence. Opening up about stress can feel risky: admitting you’re struggling might make you seem unreliable or not cut out for the role.
It’s no surprise, then, that 45% of employees say they feel uncomfortable discussing their mental health at work. But interestingly, a similar number (47%) believe that having more open conversations would actually improve their wellbeing.
Creating a culture where people feel safe to speak up starts with leadership. Employers have a responsibility to foster a supportive environment where honesty is welcomed. But it’s also up to individuals to use that space.
When you’re asked how you’re doing in a 1-to-1, be honest. Don’t wait until you’re on the edge of burnout and ask for help early. Support can’t be offered if no one knows you need it. Then, make sure changes are being made and your concerns don’t get brushed under the rug.
Use the Tools, Take the Breaks, Set the Boundaries
Taking care of your mental health might not be at the top of your to-do list, but it’s an essential part of looking after yourself. It’s as important as eating well, drinking water and brushing your teeth, but it is often pushed to the side.
When it comes to the workplace, there are some strategies you can use to protect your peace:
- Block out time in your calendar without calls or meetings to get work done and plan out your work week.
- Use your annual leave, and switch off from work when you do.
- Take advantage of the perks and well-being initiatives your company offers. If there aren’t any, speak to your HR department about implementing them.
- Create boundaries around responding to emails or messages – you can’t always be reachable.
Doing these things doesn’t make you any less committed or reliable. It just makes your work more sustainable, so you can continue to do your job and support your colleagues.
Conclusion
Sales can be a fast-paced and stressful industry to work in. But, succeeding should never cost your mental health.
The industry is changing, more people than ever are prioritising themselves as well as hitting their targets and making deals. These things are connected, too. Without looking after your mental health, the success you’re enjoying isn’t sustainable. So, you should value your well-being as much as the numbers.
Talk when you need to, rest when you can and don’t be afraid to ask for help.
