Here’s the headline stats.

• More than half of your sales team (54%) are active in the market for new roles.
• Nearly 9 out of 10 (89%) of sellers in a team claim to be burned out.
• More than two thirds of sellers (67%) think management is overly optimistic and disconnected from the reality of selling.

Sellers think management doesn't know how to actually motivate them.

Drag is one of the biggest killers of motivation and sales target attainment at fast growing companies and 83% of sellers report a form of drag.

DRAG is:

1. Lack of development opportunites within the company

2. Feeling like a cog in the machine

3. Vague feedback and development from management and leaders

4. Too much admin burden and not enough time learning

So how can you avoid drag in your sales teams?

1. Align upskilling and goal attainment to career progression. Go beyond the you can just earn more money, but highlight what it takes to climb the ladder in your organisation. Status is more imrpotant than you think.
2. With remote teams spread all over the world, bringing people together to collaborate and meet in group meetings or better still in person is vital. Its also important management or founders spend quality time with sales teams and celebrating wins. If your founder-led sales, stay close to your teams for as long as possible.
3. Have a clear objective view of sellers competencies, strengths and weaknesses and how they can grow. Our recent whitepaper showed that even your A-player sellers will decide to leave if they don’t feel like they are growing.
4. Streamline your sales process, onboard and train sellers on how to use platforms better and give them time to learn and upskill using a personalised learning, not a one size fits all.

Being more people focussed rather than numbers focussed can help you get that tailwind back into your sales team.

A seller first approach which will allow you to hit those sales targets in the end.