5/18/2008
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Our survey on sales career satisfaction was conducted by SalesDog.com. Opt-in subscribers to SalesDog.com's newsletter responded to an emailed invitation to participate. The survey, which was completed online by 2,104 subscribers, was open for 10 days. To ensure the respondents' privacy, the survey was conducted anonymously; no email addresses or any other identifying information were collected. Do you feel your company provides adequate leads? Yes: 45% No: 55% While responses to this question indicate the majority of sales professionals do not feel they are supplied with sufficient leads, top selling professionals are distinguished by their tendency to take personal responsibility for their own lead generation primarily through referrals and cold calling. Thanks to the Internet, the number of tools and strategies available for generating leads continues to increase. Do you feel your company provides sufficient sales training? Yes: 48% No: 52% Sales managers should be particularly interested in this response to the survey which indicates the majority of salespeople feel they do not receive sufficient training. While many successful sales professionals actively seek out education to stay sharp, dissatisfaction could come from companies failing to provide ongoing training. Are you satisfied with your compensation? Yes: 50% No: 50% Most sales people are compensated (fully or partially) by commissions, bonuses or performance incentives. In large part, sales professionals are in control of their earning potential. Simply put, when they sell more, they earn more. Unlike most other professions, sales professionals are in the unique position of being able to increase their compensation by improving their skills. Are working conditions more important to you than compensation? Yes: 52% No: 48% Sales professionals often share space, which can contribute to stress and offer distractions which can decrease productivity. Are you happy with your sales manager/management? Yes: 70% No: 30% Despite being dissatisfied with leads and training, over two-thirds of respondents reported being happy with sales management. This surprising result corresponds with the fact that sales expectations or quotas - which are regularly established by management - are often perceived as being realistic (see next question). Are management's sales expectations or quotas realistic? Yes: 75% No: 25% Sales professionals go into the profession knowing they must meet management's sales expectations - if they expect to keep their job and make money. For some, the allure of achieving a specific sales goal creates motivation and a desire to move out of a comfort zone. This personality characteristic has proven to be an important element in the success of sales professionals. Do you feel your company adequately recognizes you for your sales achievements? Yes: 64% No: 36% Over one-third of respondents do not feel adequately recognized for their achievements. This fact alone demonstrates how much sales professionals appreciate acknowledgement of their efforts. Not only does recognizing achievement build self-esteem, it will boost loyalty and productivity. Do you consider your sales job to be high-stress? Yes: 58% No: 42% While much of the stressful sales process is beyond a salesperson's control, the high producing pros gain control over their work to minimize job stress. Learning how to effectively manage time, finding and qualifying prospects and taking personal responsibility for their on-going sales training help them to reduce job stress. Would you advise a young person just entering the work force to go into sales? Yes: 83% No: 17% Despite the high stress of their jobs, and dissatisfaction with leads, training and compensation, survey respondents would recommend a career in sales. A sales career offers significant benefits which include high income potential, a degree of independence, and the ability to materially contribute to their organization. |
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