Gartner：2022销售激励指南-激励及稳固销售团队的建议和技巧（中译版）（13页）.pdf

1、3 Ways to Focus Seller Energy on GrowthGartner for Sales LeadersHow to Motivate and Retain Your Sales TeamHow to Motivate and Retain Your Sales TeamYour Sellers Are Not Okay But They Could Be Sellers are exhausted.Nearly 90%of them say theyre burned out,according to a recent Gartner Seller Motivatio

2、n Survey of more than 900 B2B sellers,and more than half say theyre looking for a new job.Chief sales officers(CSOs)are aware of the issues and are trying to hold on to sellers who can thrive in todays disruptive environment by emphasizing initiative,persistence and the ability to overcome setbacks

3、as critical characteristics for their team members.These attributes define“seller drive,”which our research finds to be associated with higher quota attainment and lower burnout.59%think management doesnt understand how to motivate89%of sellers feel burned out54%are actively looking for a new job67%

4、feel leadership is overly optimistic and disconnected from seller realityCSOs typically look to cultivate drive with compensation,recognition and organizational culture.But these approaches dont seem to be working in todays environment.In fact,59%of sellers say their leadership“doesnt understand wha

5、t really motivates sellers like me.”So what does motivate sellers?Our research found that a lack of drive isnt the problem.Instead,the bigger issue is drag.To help sellers,CSOs need to understand drag and how to address it.3Source:GartnerSource:GartnerSeller Drive vs.Seller DragDrive is motivation t

6、oward work,and it manifests as feeling engaged,ready to act,mentally alert and persistent in the face of obstacles.Sellers,and their leaders,want drive,because its associated with higher quota attainment and lower burnout.Given its benefits,theres good news in the fact that 76%of sellers have high d