35: Why Most Salespeople Burn Out-and How to Fix It for Good 

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Welcome to the With Intention weekly newsletter where I share ideas & learnings to help you live & lead with intention

At a glance:

• Essay: Why Most Salespeople Burn Out—and How to Fix It for Good
• Quote: Burnout isn't proof of commitment
• Visual: Get real with yourself

Why Most Salespeople Burn Out—and How to Fix It for Good

The Difference Between Intense vs. Sustainable Success

Sales success often feels like a sprint—until you realize it’s actually a marathon.

Most reps don’t burn out because they lack effort. They burn out because they lack a sustainable system.

My Journey to Understanding Sustainable Success

In 2015, I set out to study what made the top sales performers at CCC truly elite. That work became the foundation for With Intention.

After conducting dozens of 1:1 interviews, I noticed clear patterns—both good and bad. One of the biggest surprises? Most top performers lacked a sustainable way to operate.

These were high achievers—people closing tens of millions in business annually, making $1M+ a year. Yet, behind the scenes, many were constantly stressed, running on fumes, and sacrificing their well-being just to keep up. Sleepless nights, endless travel, high-pressure client meetings, and late-night entertaining—it was all part of the game.

The Duality of Success

Here’s what I found:

• The best salespeople were highly intentional about serving their clients.
• But they were not intentional about serving themselves.

This realization shaped a core concept in With Intention—the Self-Intention + Others-Intention Model. Sustainable success comes from building a personal operating system that fuels your ability to serve at a high level without burning out.

This is now my life’s work—to teach this approach. 

The Unsustainable Reality of High Performance

Many sales professionals thrive on intense bursts of focus and effort. But over time, that intensity without recovery leads to:

• Chronic exhaustion
• Poor sleep
• Neglecting physical health
• Constant stress from client demands
• Feeling stuck in survival mode

When you’re traveling every week, sitting in back-to-back meetings, entertaining clients late into the night, and trying to balance a young family at home—it’s only a matter of time before burnout catches up.

The Shift to Sustainable Success

Sustainable success isn’t about working less—it’s about working smarter. It’s about building habits that protect your energy and keep you performing at a high level over the long haul.

Here are five key focus areas that can help:

1. Prioritize Rest & Recovery

Make intentional time to recharge. Weekends, off-seasons, or even just strategic breaks throughout your day.

• Sleep matters. But in sales, that’s easier said than done. Late nights at client dinners can take a toll.
• Alcohol moderation tip: Not drinking—or swapping in soda water with lime—can make a huge difference in your energy levels the next day.

2. Win the Morning

The first 60 minutes of your day set the tone. Elite performers stack small wins early:

• Workout to wake up your body.
• Mindfulness or prayer to center your mindset.
• Read or journal to start with intention.

3. Optimize Your Sleep

Waking up early starts with going to bed earlier.

• Put your phone away.
• Read something light at night.
• Keep a notebook by your bed—jot down thoughts instead of letting them keep you up.

One of my former colleagues used to get out of bed to work the moment an idea popped into his head. A simple notebook could’ve saved him years of restless nights.

4. Set Boundaries—Be Present When You’re Off

Sales is always on—but that doesn’t mean you have to be.

• If you take a vacation, actually take it. Put your out-of-office on and trust your team to handle things.
• When you’re with family, be with family—mentally and emotionally, not just physically.

5. Take Strategic Breaks During the Day

If you’re running on empty, step away.

• Take a midday walk.
• Hit the gym between meetings.
• Take an afternoon off when needed.

I used to tell my team: Take the time you need to recharge. If they were hitting their numbers, I didn’t care if they stepped away on a Thursday afternoon.

Think of it like an athlete:

• When you’re in the game, go hard.
• When you’re off the field, recover.

The Success Equation: Effort x Consistency x Leverage

High performance isn’t just about effort—it’s about where you apply that effort over time.

Here’s the simple formula:

Effort x Consistency x Leverage = Sustainable Success

• Effort → Work hard at the right things.
• Consistency → Play the long game.
• Leverage → Focus on high-impact activities.

Too many salespeople waste time on low-leverage tasks.

I had one rep who was an incredible problem solver—but he spent too much time fixing tactical issues instead of driving strategic conversations. His talent was there, but his leverage was missing.

The best salespeople focus on deep client knowledge—understanding business problems and opportunities better than the client themselves. That’s leverage.

Final Thoughts: Build a Process That Works for You

Just recognizing that sustainable success is the goal is the first step.

You can grind—but grinding without a system to stay energized won’t end well.

You’ve got this. And even if you’re not in sales, this applies to life. We’re all performing in some way. Be intentional about how you recharge, and you’ll find success—not just in numbers, but in joy.

That’s the real goal, isn’t it?

Source: Janis Ozolins

THE FIRST WITH INTENTION COHORT IS LIVE!

This is something I've dreamt about for many yearsIt was incredibly fun and a big honor to kick off the 1st With Intention Cohort last week. I feel honored and blessed to be doing this work and excited about seeing this group build into each other - a great reminder of the importance of community and connection! 

I'm grateful you're here and that you've given me a small piece of your day with your attention. I don't take that for granted.

Until next week, stay intentional!

Jon Giganti Author. Speaker. Leader.

Attention requires a focused head.
Intention requires a focused heart.

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