Published: 17 August 2023
While many sales organizations rely on rigid playbooks and process adherence to drive scale and consistency, this approach can actually lead to seller disengagement and decreased performance. CSOs can use this research to learn how to empower sellers to drive commercial results.
According to a 2022 Gartner survey, sellers that feel like a cog in a machine experience increased drag or demotivation away from work. This makes them up to 34% less likely to achieve quota and 44% more likely to actively seek another job.
Creating tightly-scoped opportunities for seller empowerment can change how sellers feel about their role in the organization and act as an antidote to feeling like a cog in a machine
To design seller empowerment initiatives that drive commercial results:
Ensure empowerment initiatives allow sellers to engage in meaningful work that directly impacts either the organization or customers.
Analysts:
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