The Numbers

Over the past three years we’ve surveyed hundreds of corporate leaders and sellers at over 75 + direct sales organizations with seller’s experience ranging from less than 1 year to 10+.
In this report, we discuss and contrast the data from the field with the data gathered from corporate teams.

15%
of sellers are unhappy*
23%
of organizations can prove their field is happy**
*Those who have churned and are not happy are not accounted for. **Corporate can’t track who is likely to churn.

Combine the 15% unhapiness rate with the industry’s high churn rate, it’s imperative that organizations can track happiness to deliver win-back campaigns to nurture those who need it most.

Onboarding

Outdated onboarding programs

58%
of field responders recommend new sellers don’t start with corporate onboarding
46%
of corporate think the field is unsatisfied with current onboarding programs

Field Retention

Reason sellers quit in the first 30 days

Icon FieldRetention WhatToDo

#1

Not knowing what to do

Icon FieldRetention NoSale

#2

Haven’t made a sale

From the point of view of sellers

Biggest Challenge

72%

say converting connections into customers

Most Important Skill

46%

Say Consistency

44%

say Relationship Building

From the point of view of corporate

Top Priority for 2023

36%

say Field Retention

34%

say Revenue Growth

Only

50%

have high visibility on sales,
high visibility on wellbeing