The Negative Impact Overlooking Your Mental Health May Have On Your Career

There’s an emotional price to be paid for working in sales

Any way you look at it, there’s an emotional price to be paid for working in sales. That’s why I’m often surprised that the mental health issue isn’t widely and openly discussed with people who sell for a living. It is a real problem with a serious impact on our industry.

I often wonder if it might get overlooked because salespeople generally appear confident, upbeat, and motivated professionals who can handle almost anything–like superheroes without capes. That’s precisely why I believe the mental health of salespeople is a topic that needs and deserves a complete discussion.

Protecting Your Mental Health

I’ll be first in line to talk passionately about the many benefits of a career in sales. It’s thrilling and profitable and exactly what those of us who thrive on a competitive challenge need in our lives. I can’t imagine doing anything else. And the excitement of teaching other reps how to sell effectively has been a major highlight in my professional life.

But I would be remiss if I didn’t take an opportunity to talk about another angle of this career choice–something that goes beyond just facing rejection. By its very nature, a career in selling can have an impact on the broad spectrum of our mental health.

My Story

From personal experience, I know how the constant push to perform can take a toll. When I started my sales career, I was one of the first people in the office every morning and one of the last to leave. I worked nights and weekends, even on vacations.

I should probably point out that the only person who expected me to put in so many hours was…me. I placed enormous pressure on myself–lots of it. Working hard was ingrained in my DNA. My tireless work ethic came from watching my parents hustle to survive and being an immigrant chasing the American dream. I was simply wired to keep going and going and going and going…until I couldn’t.

A freak accident that shattered my right foot stopped me in my tracks, literally and figuratively. I went from full speed to zero in an instant, and the contrast shocked me to my core.

I couldn’t walk. I couldn’t drive. The pain was excruciating. And the road to recovery involved surgery and hours of physical therapy. For the first time in my life, I was forced to pause, unpack, and reflect. That imposed time away made me look deep into myself and realize the pace I had established for my career was unhealthy and, even worse, unsustainable.

I’m not discounting the importance of hard work. I still wake up every morning with that burning drive to go after my dreams in full force. But the accident did teach me something that changed the way I look at life.

I can’t be the best possible version of myself as a seller and someone who trains other salespeople if I don’t pay attention to my mental, emotional, and physical health. They are all connected. If I neglect one part of the equation, I can’t reach my full potential in the others. Talk about an epiphany!

As a fellow sales professional, that’s the piece of advice I hope you’ll take away from this. It transcends the scope of winning deals. No matter how hard you work, commit to taking care of yourself on multiple levels–including your mental health. You’ll discover that directly translates into being a better sales rep, a better employee, a better colleague, a better partner, a better parent, and a better friend. When it’s all said and done, that’s what really counts.

Excerpt from Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota by Rana Salman, pp. 27-29 (McGraw Hill, June 2023).

Author Bio

Rana Salman, M.B.A, PhD is a renowned expert in the sales industry who is transforming the performance of sales teams worldwide. With a background in marketing and years of experience in enterprise-level B2B sales, she has established herself as a trusted partner for global organizations seeking to elevate their sales strategies and execution. As the founder of Salman Consulting, LLC, Salman collaborates with midsize and Fortune 500 IT companies to create tailored sales strategies, develop compelling sales content, and deliver impactful training sessions. She is also the author of Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota.