June 7, 2025 | Read online
The Secret Weapon Against Sales Leadership Burnout: Embrace the "Dark Week"
by Kevin 'KD' Dorsey
Y’all ever feel like vacations just don’t cut it when it comes to solving your problems as a sales leader? I mean, sure, they give you a chance to catch your breath, but what happens the second you step back into the office? BAM! You’re hit with a mountain of emails, missed calls, and endless meetings—all just waiting to drag you right back into the chaos.
Trust me, I’ve been there. Drowning in the day-to-day grind, thinking a traditional break would be the answer, only to find out it barely made a dent. That’s when I discovered the game-changing concept of “dark weeks.”
Picture this: a whole week with zero meetings, no email notifications blowing up your phone, no distractions whatsoever—just pure, undiluted focus on the things that really matter, the strategic priorities that’ll move the needle. This isn’t about running away from work; it’s about transforming the way you work. Let me break down why this unconventional approach has been my secret weapon for fighting overwhelm and how it can revolutionize your productivity, too.
I’ve been in the sales leadership game for years now, so believe me when I say I know the crushing weight of targets, team management, and the constant pressure to perform. The conventional wisdom out there tells us to take vacations to recharge our batteries, but what if I told you there’s a more effective way to combat burnout and boost productivity? Enter the “dark week.”
The Pitfalls of Conventional Vacations for Sales Leaders
Now, don’t get me wrong, vacations are great for rest, but they don’t really address the core challenges we face as sales leaders. I was checking out this Reddit discussion from 2023, and folks were saying how vacations give you a temporary break, but they don’t solve the underlying issues like meeting targets and managing teams. You come back to a flood of emails, missed calls, and a backlog of meetings that can just be overwhelming. Plus, in our always-on sales environment, truly disconnecting is easier said than done.
And let’s be real, what do a lot of us end up doing on our so-called breaks? If we’re being honest, we find ourselves doom-scrolling through emails or Slack messages, basically flooding our brains with the very stressors we’re trying to escape. That’s why I started exploring alternatives and stumbled upon this idea of a “dark week.”
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We hear it all the time. We have to become more buyer-centric as sellers.
But almost no one shares exactly how to do that.
Here’s a list of things buyers typically do internally to purchase software:
- Create an internal use case document
- Find ways to bring this up in the agenda for major GTM meetings
- Show how the previous way is leading to the issue
- Create a business case as to how this will help improve business
- Sync with other departments and get them to prioritize this initiative vs others
- Meet with finance and get budget approval
- Read reviews, meet with customers, look at use cases
Take one of these internal buying tasks or better yet, ask your champion what they need to do and collaborate with them.
Bonus: If you want to make it super-easy for your champion to sell internally, you could also put all your follow-up materials in an Aligned room. I’ve partnered with them so you can sign up for the tool FREE.
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What is a “Dark Week”?
Alright, so a “dark week” is when sales leaders completely unplug from all those daily responsibilities—meetings, calls, emails, you name it—and intensely focus on strategic priorities and long-term planning. No meetings, no calls, no emails—just a total disconnect from the day-to-day grind. During a dark week, I’m building new training programs, revamping our recruiting messaging, doing outreach, updating our playbook, and diagnosing any issues that need fixing. I’ll spend two full days just figuring out what’s broken and how to fix it—updating scorecards, building issue diagnoses, the whole nine yards.
One of my go-to stress-busting tactics is what I call a “dark week“—a week off from work with no meetings, no email, no Slack, nothing. It’s a chance for me to really zero in on work and get things done. In a dark week, I’m building new training programs, revamping our recruiting messaging, doing outreach, updating our playbook, and diagnosing any issues that need fixing. I’ll spend two full days just figuring out what’s not working and how to fix it—updating scorecards, building issue diagnoses, you name it.
Benefits of a “Dark Week” for Sales Leaders
I’m telling y’all, these dark weeks are some of the most energizing times I have all year. I feel more pumped after a dark week than I do after a vacation because there’s just something so satisfying about checking all those boxes and seeing what I was able to get done. When I’m feeling overwhelmed, that’s my cue to take a dark week—to clear everything else off my plate and laser-focus on getting important work done. I’ve written a full sales playbook, developed five new training modules, updated our recruiting messaging, and diagnosed team issues—all in just three or four days, when that’s my sole priority.
Strategic planning gives you a clear vision, makes your operations more efficient, and gives you a competitive edge (Envisio, 2023; Social Current, 2019). This rare chance to work distraction-free on high-level goals rejuvenates your sense of progress and control over your strategic direction. The boost in energy, motivation, and clarity you get when you re-engage with your team is just unmatched.
Conclusion
"Dark weeks” flip the script on the conventional wisdom of taking vacations to recharge. This isn’t about working harder; it’s about working smarter. By carving out time to focus solely on strategic projects and solving chronic issues, you can re-energize and make some serious breakthroughs.
I’m urging all you sales leaders out there to give this focused strategic renewal approach a shot. It’s time to transform how we fight overwhelm and boost productivity. Embrace the “dark week” and see the difference it can make in your leadership journey.
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