From Surviving to Thriving in Sales by Lisa Branco

Let’s be honest, sales isn’t as glamorous as it seems. Sure, we see the LinkedIn posts about everyone "overachieving quotas" and "bringing in $10m in revenue," but the reality? It’s tough out here.

I’ve been an SDR for two years now and it’s been one hell of a ride. I didn’t start in survival mode but trust me, it happened very quickly.

Those first few months, I was full of energy, super excited to make calls and book meetings. But as the pressure built up, I could feel myself slipping into survival mode. You know, when it’s all about just getting through the day instead of actually enjoying the process? Yeah, that’s the one! And let me tell you... it’s exhausting.

Did you know that 89% of salespeople feel burned out from work? 🤯

Don’t get me wrong, I love being in sales. But let's face it - it's a constant hustle and it can take a serious toll on your mental health.

We’re often so focused on hitting numbers and performing that we forget to check in with ourselves. But here’s the thing… you can’t sustain that pace forever. Eventually, it’ll catch up with you.

Why mental health in sales matters…

Mental health in sales is often overlooked or not spoken about enough. In a world where targets hover over your head and rejection feels like a second job, it’s easy to think that the pressure is just part of it. If I told you that over 50% of salespeople have reported high levels of anxiety and nearly 90% feel burned out at some point. What is that telling you?

Something needs to change.

You can’t succeed if your mindset isn’t right.You can’t succeed when your mental health is running on empty.

How to go from surviving to thriving?

To be honest, I still showed up and did my job but I was completely drained all the time so if you’re feeling the same way… Here are a few things that have helped and just to give you a heads up, we are going back to basics baby:

Don’t Suffer In Silence

Talk about how you’re feeling. It’s easy to think that you need to go through it alone but opening up to a trusted friend, colleague or manager can be a game changer. Sharing your struggles doesn’t make you weak; it makes you human.

Move Your Body

Getting active is one of the simplest ways to lift your mood and boost your energy, especially when you’re stressed. Find small ways to incorporate movement into your day.

E.g. Something that works well for me during work is walking meetings. Whenever possible, I take calls while walking. So many people underestimate the power of walking but it’s such a good way to stay active. So if you can walk and talk, absolutely go for it!

Outside of work - I spend a lot of time dancing - this is my ideal way to move my body and de-stress.

Start small, stay consistent and watch how it transforms your day.

Take a Break (and a Fricken Holiday!!!)

Sales is INTENSE and it’s easy to keep pushing until you hit burnout. But taking breaks is absolutely crucial - whether it’s actually taking your lunch breaks, going for a quick walk, having a coffee break or doing a little bit of meditation - whatever it is, you need to find ways to step away from work as this will help reset your mind and make you more productive in the long run.

And don’t forget: taking annual leave is an absolute must - it’s really really really good for your soul.

Celebrate Small Wins

Don’t wait for the big wins to feel good about yourself. Celebrate the small wins too. Whether it’s a positive response from a prospect or completing everything on your to do list. Those little successes are what keep you going.

Read Sales Psyche by Chris Hatfield

More recently and very timely, Chris Hatfield has released his book, Sales Psyche, which I believe will be an absolute game changer to anyone in high pressure roles. It’s a must read for anyone looking to improve their life. Here’s why I believe it’s worth your time:

Tailored for salespeople: Chris has been in the trenches and gets it.

Practical tools: From managing anxiety to improving focus, this book offers actionable steps you can implement immediately.

Mindset shifts: These aren’t just quick fixes; they’re tools forever.

I know there’s nothing new here (apart from the book rec) but honestly I'm here to remind you of the simple things that we can do to help ourselves. The basics are fundamental in changing how you feel and ultimately how you perform.

Working in sales isn’t easy but it doesn’t have to be about just surviving the day. With the right mindset, a focus on your mental health and small, consistent efforts in how you approach the job, you can thrive too!