The Motivation Gap

Why Motivation Matters, Why Reps Aren’t Motivated Anymore, and What to Do About It

Insights covered in this report include:    

We surveyed over 300 sales professionals—reps and managers—to get a pulse on sales team motivation. We found that reps aren’t motivated, and managers are missing opportunities, but there’s a way to fix it.

This report delves into the challenges of motivating sales teams, especially in the context of recent workforce changes, employee turnover, and economic uncertainty.

The importance of motivation in sales

The current state of sales rep turnover

The "motivation gap" among sales reps and the challenges managers face 

Bartle Player Types framework

How gamification improves sales processes and performance

RESEARCH REPORT