Sales is a Marathon, Not a Sprint—Here’s Why You Need to Rest

As a long-time workaholic, I know firsthand how damaging the "always on" mentality can be. There’s a pervasive belief in sales that you must be available 24/7 to succeed. Hustle culture glorifies long hours, non-stop responsiveness, and the idea that taking a break means leaving money on the table. But that mindset is not only unsustainable; it’s counterproductive.

Here’s why downtime isn’t just acceptable—it’s necessary for high performance in sales:

Burnout kills performance. Sales is mentally and emotionally demanding. If you’re always grinding, your ability to stay sharp, creative, and persuasive declines. Burnout leads to sloppy communication, lack of patience with prospects, and missed opportunities. The best salespeople are energized, not exhausted.

Rest fuels your best ideas. Many of us wake up with our minds racing, reaching for our phones to jot down an idea—only to get sucked into the blue screen. But no one is productive on two or three hours of sleep. True creativity and problem-solving happen when we step away from work and give our brains space to process. Some of my best ideas emerge on a bike ride, during a hike, in the gym, on a walk, or even in the shower. Rested minds generate better solutions.

Being available 24/7 doesn’t equal success. Unless you’re in an actual emergency-response role, there’s no reason to be on-call at all hours. Yes, you should be mindful of time zones, but working from 6 AM Eastern to 11 PM Pacific isn’t sustainable, or necessary. High performers create urgency in sales conversations, but that doesn’t mean they have to be available at all times. Setting boundaries, like time for deep work, recovery, and personal life, helps establish respect with clients and colleagues. If you’re always available, you signal that your time isn’t valuable.

Your clients take downtime, too. The belief that you must be available always ignores the reality that your clients also have personal lives. They take vacations, have family commitments, and respect professionals who prioritize their well-being. If anything, being mindful of downtime makes you more relatable and trustworthy.

Fact: downtime increases closing rates. Rested sales professionals show up more confident, engaged, and strategic. Instead of reacting to every email in real time, they focus on high-value activities that move deals forward. Taking time off can lead to better deal flow and higher close rates because you’re operating at peak performance when you are working.

Sales is a marathon, not a sprint. The top sales leaders don’t just have good months, they sustain success for years. That longevity is only possible when you incorporate recovery time into your routine.

So how do we implement downtime without losing deals?

First, set clear expectations with clients and managers about your availability—most people respect boundaries if you communicate them well. Second, automate and delegate. Engaging your team is not just acceptable; it’s essential. If you think you must personally handle everything, you may be holding your team back. Using CRM tools, email auto-responders, and team support ensures smooth operations when you step away. Finally, prioritize recovery just like you prioritize deals. Downtime should be scheduled and protected, just like your biggest sales calls.

At the end of the day, the best sales professionals treat themselves like high-performance athletes—training hard, executing with precision, and taking recovery just as seriously as the work itself. So if you truly want to perform at your best, treat recovery as a non-negotiable. Your future self, and your sales numbers, will thank you.