Burnout is an increasingly real pressure point for today’s med/surg and healthcare sales professionals – especially in a role where the pace is constant, the expectations are high, and the needs of clinicians and customers rarely pause.
For this group of young professionals, preventing burnout has become less about stepping away from the work entirely and more about learning how to approach it differently.
What does burnout look like for today’s rep, and how do you try to prevent it?
Elise Mancabelli: Burnout often manifests in many ways. For example, those days when the “brain fog” sets in or you find yourself working without moving the needle. Because this role is inherently limitless, there can be pressure to “do more.” My defense to this is prioritization. I categorize my workload by urgency and impact, and I make a conscious effort to disconnect once those goals are met. I’ve learned that setting boundaries isn’t just about my own peace of mind; it’s a professional necessity. If I’m not refueling, I’m not bringing my best self to my customers.
Matisyn Schaut: Burnout usually happens when you try to solve every problem in isolation. When you’re pushing hard every day to be the solution for your customers, it’s easy to feel the weight of the tasks that don’t have an immediate answer. When I feel that wall approaching, I force a reset: I step back, recalibrate my priorities and identify who on our team is best positioned to help. Taking it one step at a time is the only way to sustain this level of service.
Luke Kuna: To me, burnout in this role doesn’t necessarily come from working long hours; it comes from feeling like I wasn’t intentional with my time or didn’t create meaningful impact with the effort I put in.
Early on, I realized there’s always more you could be doing in this job. You can easily fill an entire day with emails, driving, meetings, demos etc., but still walk away feeling like you weren’t strategic or effective. For me, that’s the type of work that becomes draining over time.
One example would be spending hours driving for a single meeting without properly planning additional opportunities around it. Even if I technically worked a full day, I’ve learned that “keeping busy” and fulfillment are not always the same thing. What keeps me energized is knowing I used my time intentionally and created momentum within my territory.
To avoid burnout, I’ve learned how important structure, preparation and purpose are. I try to approach each week strategically, maximize opportunities when I travel and stay connected to the bigger reason why the work matters in the first place. When I feel like I’m genuinely helping customers improve patient and caregiver experiences and growing meaningful relationships along the way, the work becomes incredibly rewarding rather than draining.
Melissa Spero: For me, burnout is prevented by leveraging our internal support network. I am fortunate to have a manager who leads with empathy and acts as a true mentor. I’ve learned that there is immense strength in asking for help; being new in such a complex industry can be daunting, but I’ve found that my team is always ready to step in. I’ve shifted my mindset from “I need to figure this out alone” to “who can I learn from to solve this?” Asking questions doesn’t just clear my workload, it alleviates the internal pressure, allowing me to stay focused and effective.
What makes a hard week worth it for you?
Schaut: While the thrill of a successful sale is always rewarding, the most fulfilling moments are when a customer recognizes the effort behind the scenes. Whether I’ve spent hours researching product specifications or helping them navigate a complex inventory choice, that moment of appreciation validates the work. When a customer tells me, “I truly appreciate the time you took to help,” it reinforces that I’m a trusted partner who truly cares about their success.
Liam Rohlsson: Knowing that I’ve been able to show up consistently for my customers makes the hard work worth it – especially when things don’t go perfectly. In this role, challenges are inevitable, but those are the moments where my ability to deliver value is tested. Staying accountable and solution-focused to navigate these challenges is what gives the work meaning.
In this role, recognition isn’t always immediate, so when a customer takes the time to send a note or express appreciation, it really stands out. Those moments reinforce that the work we’re doing has a direct impact by helping hospitals run more efficiently and ultimately supporting patient care. It’s important to be reminded that I’m contributing to something bigger.
I also find a lot of motivation in seeing the operational impact of what we do at Cardinal Health. When we can help an operating room run more efficiently, whether that’s improving turnover times, ensuring reliable product availability, or reducing stress for staff – that directly supports patient care. At the end of the day, clinicians should be focused on the procedure, not worrying about whether they have the right products or if something is going to delay a case. Being part of the solution that helps them do their jobs more effectively makes the long weeks worthwhile.
Spero: For me, it is the culture of recognition within our team. When my manager acknowledges my progress or lets me know he’s sharing those wins with leadership, it transforms a difficult week into a period of growth. Knowing that my efforts are seen and valued by the people I respect most keeps me motivated to tackle whatever comes next. It makes the hard work feel like a collective accomplishment.
Mancabelli: It comes back to the impact I have on the customer’s day. There is no better feeling than a phone call, email or a quick face-to-face comment that says, “Thank you, you really made this easier for me.” Knowing that I’ve removed a hurdle or simplified a process for a busy provider is incredibly motivating. When you realize that your job has a direct, positive impact on someone else’s workflow, any challenges fade away.
Kuna: What makes a hard week worth it for me is getting to be home and spend quality time with my wife. She made an incredible sacrifice by moving 4,000 miles away from her family in Seattle so we could pursue this opportunity together in Charleston, and I never take that support for granted.
Whether we’re playing pickleball, spending time at the beach, or simply enjoying life together in Charleston, those moments help me reset and keep perspective on why I go to work in the first place.
This career can be demanding, but having someone who genuinely believes in me and shares in the adventure makes even the toughest weeks feel worthwhile. In a lot of ways, it motivates me to work even harder because I want to continue building this life together for as long as possible.
Key Takeaways
- Burnout is more about lack of purpose than long hours.
The reps agreed that burnout is often caused by feeling unproductive, trying to do everything alone or losing sight of meaningful impact. Prioritizing high-value work, setting boundaries and being intentional with time are essential for long-term success. - Strong support systems make resilience possible.
Whether it’s leaning on managers, teammates or mentors, the most successful reps recognize they don’t have to solve every problem themselves. Asking for help, collaborating with colleagues and relying on a supportive culture reduce stress and improve performance. - Purpose and relationships make the hard weeks worthwhile.
Sales wins matter, but lasting motivation comes from helping customers solve problems, improving patient care and earning trust. Outside of work, family, personal relationships and time to recharge provide the perspective that keeps reps engaged and ready for the next challenge.