New Gartner research reveals that 89% of sellers report suffering burnout, and current levels of seller attrition simply are not sustainable, but there are ways to boost and maintain seller motivation — even improve seller performance — despite economic pressures and other challenges that fall well outside sales leaders’ control.
In this episode — originally aired by our sister show, “The Gartner Sales Podcast” —Doug Bushée, Senior Director Analyst covering the Gartner Sales Enablement Key Initiative, andBetsy Gregory-Hosler, a Senior Research Director for the Gartner Sales Research Practice, cover the latest findings from the Gartner Sales Motivation Survey withAlice Walmesley, a Director in Gartner’s Expert Advisory team who works closely with cross-industry sales leaders providing quantitative- and research-backed guidance in critical decision areas. Walmesley details the concept of seller “drag,” and why sales leaders should consider impacts on drag separately from seller drive, as well as ways to diagnose and treat ‘drag’ through a more holistic, organizational approach.
Download:如何激励和挽留你的销售团队:3的方法to Focus Seller Energy on Growth
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Opening Thoughts
Inside Gartner’s Seller Motivation Research Project
What’s Impacting Seller Engagement?
How Can Sales Leaders Improve Seller Motivation?
What Sales Leaders Should Understand About ‘Drive’
How to Overcome ‘Drag’
Four Main Causes of Seller Drag
How to Diagnose and Treat ‘Drag’
Doug Bushée | VP Analyst
Doug Bushee (Boo-Shay) currently covers the Sales Enablement Key Initiative inside the Gartner sales research practice. Mr. Bushee helps our clients with questions about the sales enablement function, which includes revenue enablement, sales enablement strategy, remote selling, sales training, sales content, sales tools, sales onboarding and sales enablement analytics. He also covers questions about channel partner enablement.
Betsy Gregory-Hosler | Sr Director, Research
Betsy Gregory-Hoslerjoined Gartner in 2021 and serves as a Senior Research Director for Gartner's Sales Research Practice. In her current role, Ms. Gregory-Hosler guides complex research efforts, addressing challenges facing sales leaders and their teams. She collaborates with the peer and practitioner research team to generate actionable business ideas and data-driven insights.
Alice Walmesley | Director, Advisory
Alice Walmesleyconsults with cross-industry Heads of Sales/Senior Sales Leaders to understand and address their most pressing challenges and opportunities for growth. She provides guidance derived from Gartner sales quantitative and best-practice research into critical decision areas. Her main coverage areas are Sales Execution and Pipeline Generation as well as Sales Enablement and she works with clients on topics such as Seller Motivation, mapping the customer buying journey, Buyer Enablement, B2B buying behavior, B2B sales skills and methodologies including Challenger and Sense Making, account management, and SDR. Ms. Walmesley does this through facilitation of small leadership meetings, one-on-one conversations and keynote at large sales meetings and conferences.
Hosted by:Karen Lockhart
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