, Voice of the Sales Rep Study

The Voice of the Sales Rep study, completed in February 2020 by SalesFuel, solicited input from 1,075 self-reported sales reps on sales teams in the United States. Whether these individuals sold inside or outside, worked on new business development, or provided customer service, we wanted their opinions.

Across a variety of industries, respondents told us how they spent their sales day, their biggest struggles, what they loved about their managers and why they leave employers. They also revealed how often they received feedback and coaching from their managers, what they need to improve at their jobs and what would get them to stay longer.

// Sample Findings

The #1 objection sales reps face isn't price, it's the status quo

Voice of the Sales Rep Study, SalesFuel, 2020

Reps spend 37% of their time selling to new and existing accounts – 15 hours a week.

Voice of the Sales Rep Study, SalesFuel, 2020

Only 30% reps get frequent sales coaching personalized to their unique needs

Voice of the Sales Rep Study, SalesFuel, 2020

40% of sales reps only get coaching once or twice a month. And 18% get no manager meetings at all.

Voice of the Sales Rep Study, SalesFuel, 2020

The number one detail reps say would make the team more successful is if co-workers were more proficient (26.42%)

Voice of the Sales Rep Study, SalesFuel, 2020

80% of salespeople who have experienced a toxic boss or co-workers have left employers.

Voice of the Sales Rep Study, SalesFuel, 2020

// Learn More

Findings from this study, along with expert analysis, is provided in our thought leadership and to clients of SalesFuel COACH and SalesFuel Consulting