The Voice of the Sales Rep Study - Exclusive Research from SalesFuel

The Voice of the Sales Rep study, com­plet­ed in Jan­u­ary 2017 by Sales­Fu­el, solicit­ed input from 725 self-report­ed sales reps on sales teams of 10 or more reps 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, 2017

Reps spend an average of 16 hours per work week selling — only 40% of their work time

Voice of the Sales Rep Study, SalesFuel, 2017

Only 1 in 5 reps get frequent sales coaching personalized to their unique needs

Voice of the Sales Rep Study, SalesFuel, 2017

39% of U.S. salespeople have left jobs because they didn't like their direct managers or their performance

Voice of the Sales Rep Study, SalesFuel, 2017

Only 35% of US sales reps believe their managers set realistic, obtainable and clearly defined goals for them

Voice of the Sales Rep Study, SalesFuel, 2017

At least 39% of sales reps have left a company because of the lack of opportunity for advancement. For millennials, the rate is 43%.

Voice of the Sales Rep Study, SalesFuel, 2017

// 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